Six Sigma and Your Sales Process

Six Sigma and Your Sales Process

I noticed organizations continually invest time and money to improve sales team effectiveness, but which one? There are hundreds of sales training companies offering thousands of programs in all aspects […]
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10 Lessons Learned from 34 Years in Sales

10 Lessons Learned from 34 Years in Sales

Recently a new salesperson asked me what was the most important lesson I’ve learned regarding selling.  I came up with a few lessons that were top of mind, but that got me thinking, “What are the lessons I’ve learned?” I came up with 10 lessons. IF I ONLY KNEW THEN
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5 Minutes to Increased Industrial Sales

Overview Selling in the industrial marketplace presents many unique challenges.  Salespeople are required to have a high degree of technical skills. My first sales position was as a sales engineer for a machine tool and robotic systems company.  I had been an engineer until they put “sales” in front of
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7 Deadly Sales Mistakes

Chase customers who are not a good fit In a separate article, I define the difference between Customer Fit and the Ideal Customer Profile. Us salespeople love chasing all sales opportunities that come our way. That is resulting in a mistake. A mistake of chasing opportunities that are not a good
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Add this skill to blow away your Q4

Add this to your Q4 plans immediately – We can Help Many of your training and sales leaders are looking how to squeeze every little bit of training, travel, and sales improvement budgets you have left available for the year. It’s November. Mid Q4; some start to sweat, others are
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How to Increase your Sales in Home Healthcare …in 3 Minutes!

Background Selling in the home healthcare arena presents unique challenges.  Most salespeople come from caregiving backgrounds, not traditional sales roles.  As such, most do not view themselves as conventional salespeople.  This makes it easy for them to focus on the caregiving side of their roles, i.e. their comfort zone, and
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