Hurricanes, Earthquakes, Mass Shootings & 4Q17

Have you been watching the news? My brother met Irma and Maria. My sister met Jose and Maria. My son's family were across the street from wildfires in Montana. Several of our clients have clients that were affected by the earthquakes in Mexico and one of our clients spent a week trying to help his relatives in Texas deal with Harvey and what the heck was Las Vegas all about? If I see the animals pairing off and lining up, I'm heading for higher ground.

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Prospects that "Go Dark"

Every day, somebody tells me, "We had a great conversation" or "They had huge pain" or "I did a great demo" and we established next steps, but they didn't follow through, they won't return my calls or they went dark.

Every freaking day!

Friday was no different.

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Case Study: Sales Probation to Promotion

Mauricio Suarez just finished his 4th month with us and just shared his story

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Sales Core Competencies

Three questions:

  1. Did somebody train or coach your salespeople today?
  2. Which of the 21 Core Competencies did today's training address and was it what needed to be addressed?
  3. Do they know what to do and can they do it?

I guess that's four questions, but we always ask #3 as one.

Are your salespeople extroverted? Persistent? Focused? Likeable? Intelligent? What else? Do you know which of the 21 Core Competencies they have and where they could improve?

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I got fired today and I'm pissed!

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Sales Coaching à la Pythagoras and My Dad

A few thousand people are warching a conversation on LinkedIn as to whether or not a sales coach or manager needs to listen to their salespeople live, listen to recorded sales calls or rely on the salesperson's memory and the coach's skill at getting to the truth.

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Sales Manager's ROI

Yesterday, I published "Becoming a Better Sales Manager". I apologize if you were one of the subscribers that received the notification, but were redirected to my "Page not found" page. You didn't miss anything. It wasn't a good article. I didn't get any complaints or comments, I just realized that it did not make the world better.

Hopefully, this one will make you money if you are a sales manager or a CEO or owner with a sales manager.

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More on Luck

Last week, Jesse Gonzales wrote 

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What is the future of sales?

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Asking enough of the right questions

One day a secretary is leaving on her lunch break, and she notices her boss standing in front of a shredder with a clueless look on his face. The secretary walks up to him and asks if he needs help. "Yes!" he says looking and sounding relieved, "This is very important." Glad to help, she turns the shredder on and inserts the paper. Then her boss says, "Thanks, I only need one copy."

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About this blog

This blog is for, by and about
Sales Rock Stars,
(and/or those that strive to be)


Inbound Way to Use LinkedIn


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