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Sales Training

Do You Have Staying Power?

Kira Callahan | Posted 07.13.2016 | Business
Kira Callahan

Sales is a long business. It's a marathon, not a sprint. There are 'sprint moments' on the journey (deadlines, targets), but what you've signed up for is not a short-term gig. As long as you're in business, you'll be in sales.

Who Says No One Does Business In The Summer?

Kira Callahan | Posted 06.29.2016 | Business
Kira Callahan

Every year we come to the end of Spring and I start to hear this from my advisor clients: 'I'm having a hard time booking appointments. There's no us...

One Simple Mindset Shift that will Increase Your Closing Rate

Kira Callahan | Posted 06.14.2016 | Business
Kira Callahan

Mastering your sales conversations takes time. You know you need to get better at these skills in order to build your business, but you want results ...

Your Company's Powerful Hidden Secret

Zach Mercurio | Posted 06.03.2016 | Business
Zach Mercurio

Toward the end of a workshop I facilitated on purpose-driven work, a regional manager of a large electronics supplier tentatively raised her hand. ...

5 Essential Sales Questions

Kira Callahan | Posted 05.04.2016 | Business
Kira Callahan

As long as you're in business you'll be prospecting for clients. As you build up a successful practice, eventually you'll enjoy more referrals and th...

Your 5 Numbers to Profitability

Kelly Hager | Posted 03.14.2016 | Business
Kelly Hager

Do you ever have those moments in life where you're pulled in 500 different directions? You know, the times where no matter how hard you try, you can't seem to see the forest through the trees?I've fallen victim of many of those moments in the last few months.

Sell "You" on You

Jim Fannin | Posted 01.07.2016 | Business
Jim Fannin

Over 30 years ago I experienced a month I'll never forget. I owned and operated a 60,000 square foot sports and fitness center outside of Chicago, IL. As the sole investor the financial burden of the club was squarely on my shoulders.

Sales Goddess Techniques: Managing Customer Objections and Expectations

Rena Cohen-First | Posted 12.23.2015 | Business
Rena Cohen-First

As we wind down for the holidays, many of us are thankful to our customers for being kind as we bleed and blunder through the more challenging aspects of our job. As a Sales Person I look at the great mentors who have preceded me with enormous appreciation.

6 Ways You're Being Tricked Into Saying Yes

Shauna Mackenzie | Posted 11.24.2015 | Business
Shauna Mackenzie

We are triggered to say yes all the time to things we don't want. Savvy sales people and marketing professionals have a few tricks up their sleeves to sell you, and if you know what they are, you can avoid falling into the trap by embracing the power of no.

Women in Business: How to Achieve a Lucid Dream State of Control in Every Business Interaction.

Rena Cohen-First | Posted 11.24.2015 | Women
Rena Cohen-First

How can you reach a beautiful state of control during your most stressful business meetings? How can you make time stand still to allow all of your words to be effective and powerful?

7 Segments in Needs Assessment From the Sales Goddess Demeter

Rena Cohen-First | Posted 11.13.2015 | Women
Rena Cohen-First

Think about everything that you already know about this customer's industry, their customers, their competition, their goals, and their organizational structure. Who are they? What do they need? How can you best deliver it to them?

Techniques for Planning Customer Strategy from Themis, the Sales Goddess of Order

Rena Cohen-First | Posted 10.27.2015 | Women
Rena Cohen-First

Knowing your strengths and then leading with them will help you fortify all of the other components of the process by understanding which competencies to shore up by teaming up with other behavioral types' techniques. For many of the behavioral types that you might see in the business world, I describe Greek Goddesses as metaphorical female business archetypes.

If You Want to Grow, You Need to Stop Selling

Elliot Begoun | Posted 10.20.2015 | Business
Elliot Begoun

In the Business to Business setting, the traditional art of selling is dying. The old techniques are no longer effective. Yet, most continue down this path, presenting limited offers, specials and hot deals. The fact is, people don't want to be sold.

Listening to the Mountain: The Right and Wrong of Risk

Bill Treasurer | Posted 10.12.2015 | Business
Bill Treasurer

Ed Viesturs is arguably the greatest American mountaineer that ever lived, or more accurately, lives. Ed has a reputation for being a calculated risk-taker, who refuses to compromise safety because of ambition.

The Sales Goddesses Guide to Closing the Sale

Rena Cohen-First | Posted 09.24.2015 | Women
Rena Cohen-First

The next time you enter into this crucial step of the sales process, think about which style is most fitting for you. Know that you too are a powerful Sales Goddess.

Finding Your Authentic 'Sales Goddess' Higher Self (Insight and a Quiz!)

Rena Cohen-First | Posted 09.03.2015 | Business
Rena Cohen-First

Throughout the history of sales training, many different processes have been taught and utilized.

Women in Business: Taking Charge in Customer Meetings, Lessons From Athena the Sales Goddess

Rena Cohen-First | Posted 08.31.2015 | Business
Rena Cohen-First

I wanted to read about how to remain in control in the face of rejection and uncertainly, how to say the right thing and most importantly, how to sell without seeming like a phony. I wanted to learn how to sell authentically! Therefore, I proceeded to write my own model.

Driving a Culture of Candor in Business (And How My Therapist Helped)

Max Yoder | Posted 08.28.2015 | Business
Max Yoder

When Lesson.ly was just a four-person company, team candor drove every element of our success. Each member felt comfortable being frank with the others, providing open and honest feedback, even when that feedback risked bruising an ego. What resulted were better decisions, execution, and output. It was contagious.

5 Effective Ways to Reheat Cold Leads

Reuben Yonatan | Posted 07.15.2016 | Business
Reuben Yonatan

According to InsideSales.com, you are nine times more likely to convert web leads if you do a follow up within five minutes. And did you know that the best time to email any of your prospects is between eight in the morning and three in the afternoon?

What Your Children Already Taught You About Sales

Sajeel Qureshi | Posted 02.21.2015 | Small Business
Sajeel Qureshi

Good sales people don't have all the answers to customer's problems, but they do everything they can to find them. They don't win your trust and throw you over to an account manager after meeting quota on your dime.

Sales Goals Will Help Boost Your Small Business to the Next Level

Melinda Emerson | Posted 01.03.2015 | Small Business
Melinda Emerson

You can't expect to see your sales improve if you're not prioritizing your time in the right areas of your business. The core of your organization's g...

Selling to Women... It's Time to Get Scientific and Serious

Jenny Darroch | Posted 12.16.2014 | Business
Jenny Darroch

In the few books written on selling to women, I see a heavy reliance on gender stereotypes. These books also fall into the same old trap of assuming that all women are the same -- and so recommend a worn out "one size fits all" approach.

5 Dumb Things Smart Salespeople Sometimes Do

Dianna Booher | Posted 11.17.2014 | Business
Dianna Booher

Dumb salespeople drag around tricks that used to work years ago: Remember the puppy-dog close? The forced two-option close? Smart salespeople communicate clearly, act authentically, and appreciate their customers sincerely.

What Your Business Degree Won't Teach You

Sajeel Qureshi | Posted 10.26.2014 | Business
Sajeel Qureshi

The ability to sell proves your attitude, critical thinking and soft-skills. Every other business discipline is just semantics. You have no marketers, accountants, lawyers, managers or HR people on staff if you have no sales. Businesses put a premium on people that can generate revenue.

Why We Wait, Before Giving It Our Best

Lisa Earle McLeod | Posted 10.14.2014 | Business
Lisa Earle McLeod

I'm willing to do it, but I'm not sure he is. It's the biggest obstacle to making a positive change. We want to know, for sure, that the other guy is all in with good intentions, before we fully invest ourselves.