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The Science of Sales Development- Part 2

Who on your team can and will improve their sales performance?

If you are a sales leader, you have probably asked yourself and maybe even others; “How long should I hold on to a sales team member who is not achieving even 50% of his/her quota?" And...

The Spock Method for Controlling Emotional Involvement in Sales

I recently got an updated sales assessment test. And even though I had gone through this process earlier in my career, had gone through intensive 1-1 executive sales coaching, I wasn't surprised to learn that I was still struggling with...

Reactions to my own sales assessment test.

Can you handle a sales skill assessment test?

The single most important, critical, life blood of a business is in it's ability to sell. That is to say, it is the ability of that business to build the right relationships, that is the driving...

Why Should Your Employees Get Sales Assessment Tests?

Sales techniques are about building relationships. 

Every interaction your customer, clients, members, patients (whomever it is that your business exists to serve) have with you is a chance for your organization to add to the yes or no column in...

The sales difference between can't and won't.

Does your sales process pass this litmus test?

Earlier today I had a sales call with Rick Roberge. My husband walked in during the middle of the conversation and knew enough to not interrupt when he heard Rick's voice. So he sat in my office and...

Sales Assessment tests aren't just for sales people.

Your buying process effects how you do sales AND marketing.

Why!? In a sentence; How you buy can get in the way when you are trying to sell to someone who has the same buying process as you. You naturally empathize and put up with price...

Why are Marketers Afraid of Smarketing?

You can teach sales to do marketing.

You can't teach marketing to do sales. Perhaps that is why you will have a hard time finding a college program that offers a sales degree. Most sales people have learned on their feet, in real life, not behind...

Smarketing for Entrepreneurs: The Pitfalls & Opportunities

If you are both the Sales & Marketing person in one, how can Smarketing help you?

This is a question I am asked frequently, most recently at the Maine Marketing Association lunch and learn where Rick Roberge and I talked about common sales and...

Got Tricks? What Kind of Sales Strategy is that?

Sales Leads and Opportunities are Not Linear

If you are patient and wait for inspiration, it will come. But that is only true for artists, not salespeople. You have to do the daily activities to keep filling the pipeline. But be careful, if you...