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Sales meetings: giant waste of time?

Let’s say you’re a salesperson who is about to enter your manager’s office for a weekly one-on-one meeting. It might be the most dreaded hour of your week. Why? Let’s go over your pipeline As a sales...

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Eeyore, the salesman

Have you ever met Eeyore, the salesman? Sure, you know about the beloved character from A. A. Milne’s Winnie the Pooh books (later adapted by Walt Disney); but have you met this person on your sales...

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5 steps to drive business

As sales leaders and managers, we have all been out (and maybe some still are) with the customer, directly asking for business on a daily basis. It’s likely that you’re in your position because you...

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Understanding needs: GAP – Day 36

Today’s GAP post is for gratitude. I appreciate great service – especially when someone takes the time to find out my buying motivations. I especially appreciate this because I am not a shopper. I...

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Sales Goals: GAP – Day 163

Today’s GAP post is for gratitude. The sales thermometer has exploded. Our company has surpassed our sales goal and our BHAG goal for the second straight month. In fact, we passed April’s BHAG about...

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Activity: GAP- Day 179

Today’s GAP post is for progress. It’s fun when you make progress on projects that have been stagnant. Even a simple return call can make all of the difference in your confidence. At a time when...

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Busier than a…. GAP – Day 248

Today’s GAP post is for gratitude. Everyone knows how to finish that sentence. Busier than a one-legged man in…. well, you know. I’ve never really understood that analogy because 1) has anyone ever...

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Just smiling and dialing: GAP – Day 318

Today’s GAP post is for attitude. One of the hardest parts of a sales person is the follow-up call. I remember back to my first sales job where follow up calls were apart of the daily routine; one that...

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It’s not those who start, but who finish: GAP – Day 321

Today’s GAP post is for progress. I listened to a Darren Hardy webinar this afternoon on finishing big in 2013, and getting a massive jump start on 2014. One of the key takeaways for me was the...

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Let’s get back to work: GAP – Day 359

Today’s GAP post is for gratitude. Today was officially the first business day of the new year. Being that is the day immediately following a holiday, it’s always difficult to gauge who is ready to do...

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