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How many times has a prospect called and said, “Hey, I need somebody to call me back with a price on (fill in the blank)”? And how many times have you been the “somebody” that has to call them back? If you’re like most sales professionals, you already know that the conversation might be over [...]

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I was working with a client yesterday on knowing “what next?” with their prospects and clients. It’s a huge part of controlling the sales process.
What we discovered is that my client is clear about what they THINK is going to happen, but they haven’t shared it with their customer!
How do you know if you’re all [...]

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Typewriters.
Seen one lately? Used one in the last 11 years? The answer above is “probably not.” If you had polled an audience in the 1960’s and asked if they thought typewriters would someday be “extinct,” I’d suspect the vast majority would say, “NO WAY. How could we ever live without typewriters?” And here we sit [...]

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I know we have a large number of readers to this blog that are also account executives/sales professionals, so you’re welcome to read this and apply it to yourself.
I can’t tell you how many phone calls we get from sales managers/CEOs who complain that their people just can’t communicate the value of their products, and [...]

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Lynn Schleeter spent 18+ years in a business-to-business sales career before entering the academic world. Lynn is Director of the Center for Sales Innovation at the College of St. Catherine. Through an undergraduate degree program she helps to develop young women in to performance-ready sales professionals. In addition to the undergraduate degree program, she’s [...]

 

 Lynn Schleeter Interview (13:03): Play Now | Play in Popup | Download

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A friend of mine is a scout for Division I basketball. He told me a story that should draw the attention of everyone reading this blog.
It has to do with text messaging—and the promise of your brand.
It used to be that when a coach came to recruit a kid from high school, one of the [...]

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Unless you’ve been hiking in Manitoba Canada or trapped under something heavy, you likely heard that John McCain picked his vice presidential running mate—Sarah Palin, the 44-year-old governor of Alaska. Gov. Palin is a no-nonsense “normal” person. Not famous. Not wealthy. Not Harvard or Yale educated. She’s a self-described “hockey mom” who started her political [...]

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Well, the Olympics are now history. But I was thinking recently about my Olympic moment—that one thing I’ll remember the most about these Games.
I got it. And it has nothing to do with games or performance…kind of.
The Michael Phelps Story You Need To Hear
Have you heard the Michael Phelps story? Not the one about him [...]

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I just got a call from a client whose customer just informed him he’s leaving. After 15 years, and one major incident, recently–over. Done.
He called me asking how to save it. (No one ever calls me when things are going great–only when things are coming undone–but that’s for another post).
My Advice
Don’t go in with a [...]

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