Resources


Do Customers Cringe When Your Salespeople Show Up?

Jul 29, 2020 | Sales, Sales Process,

Everyone has a story about a bad salesperson. But wait a minute. EVERY profession has people who are good, mediocre and bad at what they do, so why do salespeople get such a bad ...

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Word Choices Can Build or Destroy Trust

Sep 24, 2019 | General, Sales, Sales Process,

Just because we all speak English doesn’t mean we speak the same language. I attended a webinar on “inclusive language” in which the presenter reminded us how easy it is to say something that ...

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How High – Or Low – Is Your Money Ceiling?

May 13, 2019 | Growth, Sales, Sell Like Jesus,

A money ceiling is the top dollar amount that you think you/your product/your service is worth. If you get paid by the hour, is that number $20, $100, $10,000? If you charge a ...

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Avocados, Referrals and Lead Generation

Apr 17, 2019 | Sales,

What, you might ask, do avocados have to do with sales? In his blog on “The avocado principles” Seth Godin states: “If you wait until you really want an avocado, the market won’t ...

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Discipleship: How Jesus Turned Followers into Leaders

Jul 18, 2016 | General, Sell Like Jesus,

Leadership means different things to different people. To some, it evokes the vision of a strong-willed, type “A” personality who always gets his or her way. To others, the term suggests a great ...

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3 Ways to Engage Your Non-Sales Staff in the Sales Process

Jun 23, 2016 | General, Sales 4 You,

Sales professionals often assume that they are 'on their own' when it comes to making new deals happen. While it is beneficial for sales professionals to recognize that achieving quota is ultimately their ...

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5 Keys to Team-Building Success for Sales Managers

Jun 14, 2016 | General, Sales 4 You,

What does it take to create a successful sales team, and how should you as a sales manager go about that process? This is particularly challenging considering that sales is a highly competitive, ...

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3 Essential Strategies for Successful Sales Leadership

May 26, 2016 | General,

Professional selling has long been viewed as a 'lone-wolf' profession in which the most successful salespeople are those who 'go it alone' and never accept 'no' for an answer. Of course, a willingness ...

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3 Ways that Jesus Focused His Efforts to Increase His Impact

Apr 4, 2016 | General, Sell Like Jesus,

When you are part of an organization whose message is universal and has the potential to provide a life-changing impact to everyone, it’s easy to assume that ‘focus’ is not a high priority. ...

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5 Steps to a Successful Small Business Sales Prospecting Strategy

Apr 1, 2016 | General, Sales, Sales 4 You,

For many small business owners, the single greatest challenge to achieving sales growth is prospecting. Prospecting is the first step in the sales process, and it focuses on identifying and reaching out (either ...

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