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Sales Tips
With two quarters down and halftime over, it’s time to finish the game. But sales reps may start to feel burned out as the end of the year approaches. It’s obviously important to avoid that, and sales incentives can help. Out of fresh ideas? We have seven that are perfect for the last half of...
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Do you look at sales objections as a bad thing? Do you get uptight around the whole issue? A lot of salespeople treat objections as if they are in a not-so-friendly tennis match: The prospect lobs one over the net, and the rep hits it right back at them — or worse, rushes the net and...
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What separates a top-performing sales person from the rest of the pack? I know I’ve asked myself that question many times. In a lot of cases, it’s because they dedicate time to personal and professional development. And as they do that, they get in a lot of practice. In other words, they don’t take the Allen Iverson...
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Hello, all. It’s that time of year again when we make certain promises to ourselves to become healthier, wealthier and more wise.  So, what kind of promises are you making for increased success in your sales career? I’m going to suggest 5 things to focus on out of the gates. If you stick to them, you’ll set yourself...
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I grew up playing competitive hockey, and my coaches always said something that resonated with me: Do the little things well. It resonated so much that I’m sure I sound like a broken record to the high school boys I coach today when I preach about the little things. I also incorporate the advice into...
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During the winter holiday season, “It’s a Wonderful Life” airs frequently on major and local TV stations. In case you haven’t seen it, here’s a synopsis [Warning: There are spoiler alerts]: From childhood until adulthood, the movie follows George Bailey, who dreams of leaving the small town of Bedford Falls to see the world. Through a series of...
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