Sales Excellence Podcast – Cold Calling with Greg Grimer Episode 2
Last week we introduced you to Greg Grimer, one of the foremost world experts on Cold Calling. If you have not listened to that podcast, we strongly encourage you to do that first before listening to this one. Here are compelling ideas from Greg Cold calling is a call where the recipient is NOT expecting your call. It is not cold to you. Your value statement is the primary reason someone will elect to listen then or listen later Crafting the right value statement for the person you are calling is essential Being disciplined and religious every day to achieve […]
Read MoreSales Excellence Podcast – Cold Calling with Greg Grimer Episode 1
Prospecting. We all know it is a critical element of selling and many of us are simply not consistent in our reach out efforts. Let’s face it, we all wish customers would call us and then we would all be in a much better place! Well, that is not reality. […]
Read MoreValues for High-Performance Sales Teams
Values for High-Performance Sales Teams Values. We have all heard the word, and it certainly can have different meanings depending on your perspective. For this article, values refers to the principles or standards of behavior of a sales organization. They are essential, as they embody the spirit and core beliefs […]
Read More16 Guiding Principles for High-Performance Sales Managers – Part 2
16 Guiding Principles of High-Performance Sales Managers For those just picking up on this, you might ask: What is a Guiding Principle? Some say they represent what you stand for. We will use ‘Guiding Principles’ as the ideas, behaviors and truths that drive and inspire you to succeed. The Sales […]
Read More16 Guiding Principles for High-Performance Sales Managers – Part 1
16 Guiding Principles of High-Performance Sales Managers For those just picking up on this, you might ask: What is a Guiding Principle? Some say they represent what you stand for. We will use ‘Guiding Principles’ as the ideas, behaviors and truths that drive and inspire you to succeed. The Sales […]
Read More21 Guiding Principles of High-Performance Sales Professionals – Part 4
21 Guiding Principles of High-Performance Sales Professionals In Sales, what is a Guiding Principle, you might ask? Some say they represent what you stand for. Others say that they provide a philosophy or context for how you and your sales organization strives to work and function. We will use ‘Guiding […]
Read More21 Guiding Principles of High-Performance Sales Professionals – Part 3
21 Guiding Principles of High-Performance Sales Professionals In Sales, what is a Guiding Principle, you might ask? Some say they represent what you stand for. Others say that they provide a philosophy or context for how you and your sales organization strives to work and function. We will use ‘Guiding […]
Read More21 Guiding Principles of High-Performance Sales Professionals – Part 2
21 Guiding Principles of High-Performance Sales Professionals This is the second installment of Guiding Principles. Here is how we introduced them when we started: In Sales, what is a Guiding Principle, you might ask? Some say they represent what you stand for. Others say that they provide a philosophy or […]
Read More21 Guiding Principles of High-Performance Sales Professionals – Part 1
21 Guiding Principles of High-Performance Sales Professionals In Sales, what is a Guiding Principle, you might ask? Some say they represent what you stand for. Others say that they provide a philosophy or context for how you and your sales organization strives to work and function. We will use ‘Guiding […]
Read MoreSuccess Factors in Building a High-Performance Sales Culture
The Ingredients of a High-Performance Sales Culture Success Factors in Building A High-Performance Sales Culture As you recognize or might sense by now, transforming a sales organization will involve many people and take time. You cannot leave it to chance! Here is what we believe are the most important […]
Read MoreThe Ingredients of a High-Performance Sales Culture – MINDSETS
The Ingredients of a High-Performance Sales Culture MINDSETS As we have shared previously, we are doing a series of posts of what we have observed superior sales organizations do to shape a High-Performance Sales Culture. Each post will feature one ingredient, followed by a few questions to challenge your thinking. […]
Read MoreThe Ingredients of a High-Performance Sales Culture – SALES ENABLEMENT
The Ingredients of a High-Performance Sales Culture SALES ENABLEMENT As we have shared previously, we are doing a series of posts of what we have observed superior sales organizations do to shape a High-Performance Sales Culture. Each post will feature one ingredient, followed by a few questions to challenge your […]
Read MoreThe Connecting & Giving Mindset
In light of all that is happening today, I am writing a series of blogs on MINDSETS. As sales professionals we recognize the impact of Mindsets when we plan our days, when we consult with customers, and when we provide value. In sales, mindsets are essential, as they signify how top […]
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