Blog

FIRE Your Prospect!

19
Jun
2011
11 Comments
Sales Coaching,
Sales Culture,
Sales Relationships,
Sales Training Program

Voicemail. Email. More voicemail. A few more emails. Wondering what is going on. Making excuses in your mind why the prospect is not calling you back. Talking with your manager about all the possible scenarios as to why the deal you have been working on (and forecasting) has not closed. More email. Maybe another voicemail. Complete exasperation. Staring at your CRM and pipeline wondering, Will you ever be able to mark this deal as closed?

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5 Laws for CRM Success

17
Jun
2011
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Sales Culture,
Sales Management Training,
Sales Relationships,
Sales Techniques

1. One individual stepped up to the plate. Every project needs an internal champion. The projects that succeeded had one. I’m not talking about a Microsoft-Trained-Dungeons-and-Dragons-IT-Propeller-Head either. They’re good only for backups and security…

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HR Keystone Magazine – “Sales and HR: Perfect Together”

16
Jun
2011
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Sales Coaching,
Sales Culture,
Sales Networking

I hope you will take an moment and enjoy my cover article: “Sales and HR: Perfect Together” that has been published in the July issue of HR Keystones, the Pennsylvania SHRM magazine!

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Becoming a Thought Leader

24
May
2011
2 Comments
Sales Coaching,
Sales Culture,
Sales Management Training,
Sales Networking,
Sales Relationships,
Sales Techniques,
Sales Training Program

Thought leaders earn respect. Sales professionals who distinguish themselves as being thought leaders are more likely to earn respect and get the deal closed. I believe this passionately and completely. Sales professionals as thought leaders? Is that an oxymoron? No! You heard it here first!

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How to Get People to Use Their CRM Systems

25
Apr
2011
5 Comments
Sales Culture,
Sales Relationships,
Sales Techniques

By Gene Marks, The Marks Group Customer Relationship Management (CRM) implementations continue to fail at a rate almost as alarming as Hollywood divorce rates. Don’t believe me? As recently as 2009, Forrester Research showed a 47% failure rate on new CRM projects. People just don’t use them like they should. Many wind up not using [...]

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Finance for HR Professionals

24
Apr
2011
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Sales Coaching,
Sales Culture

“Wow, we really need this!” or “It’s about time” is what people have been saying about Clare Novak’s presentations, EBIT-Duh! Finance for the HR Professional. Based on their enthusiasm, she wrote the book on finance for the HR professional. Over a thousand HR and Training Professionals have heard the presentation message. Now you can have [...]

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Value Proposition in the Sales Culture

27
Mar
2011
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Sales Coaching,
Sales Culture,
Sales Management Training,
Sales Networking,
Sales Techniques,
Sales Training Program

What is your organization’s unique value proposition? When all employees in your organization understand the value proposition well enough to articulate it in any situation, they become highly valued members of the sales team and, ultimately, an integral part of the sales culture.

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