The Seller's Sales Generator

The Seller's Command CenterTM

The latest tips to help you sell larger deals, exceed your quota and beat the competition.

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Categories: Sales Coaching Tools

The Importance of Positive Business Intent

Building Positive Business Intent should be a goal with every one of your customer contacts. It’s a simple concept, but it’s not always easy. There’s not a cut and dry method to achieving it. Rather, it needs to be an underlying component to how you conduct business.

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Categories: Sales Coaching Tools

A Lesson on Resiliency and Process

There have been so many times in my life when I’ve admired the resiliency in others. The ability to recover quickly despite loss, hardship, or other difficulties is no easy feat. The quality is not to be underestimated. This past year showed me my own resiliency. 2017 was a difficult year for me. I experienced personal loss of family and friends which took the wind out of my sails. Even in their final days, each of these people stood in the face of incredible pain and their own mortality. It was so admirable and forced me to reflect on my own resiliency. I asked myself, “How resilient are you?” I didn’t necessarily have an answer and still don’t, but have found some clarity in reflecting on the topic recently.

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Categories: Sales Coaching Tools

Do Your Job: The Power of the Sales Plan

Years ago at Xerox, I remember sitting at my desk late at night. In my hand, was my commission statement for the 4th quarter. This commission check would be the largest of my sales career. I absolutely blew the doors off of my business. I was the number one rep in the region for the year and I earned another trip to Hawaii.

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Categories: Sales Coaching Tools

How to Make Your Sales Conversations Buyer Centric

Have you ever been at a party, and the person you were talking to couldn’t stop talking about himself or herself? One-sided conversations like that can be really off-putting. And, it’s no different in sales conversations, either.

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Categories: Sales Coaching Tools

How to Improve Sales Performance

Sales professionals are under constant pressure – tasked with taking on bigger territories, facing higher quotas and making more customer contacts than ever. You’ve probably felt this stress, and like many others, you might struggle with the high demand and need to improve sales performance.

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Categories: Sales Coaching Tools

How to Reassess the Deal You’ve Been Working On

Every salesperson has worked with a prospect that has dragged their feet on making a final decision. You may be working with one right now. There’s that one deal (or maybe several) that you’ve grown tired waiting around to close. If it’s not moving forward like you expected, here are some questions to ask yourself as it relates to where you may need to go back and reassess.  

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