Smokin’ Too Much Hopium (Reactive Hopium vs. Proactive Reality)

It’s hot and steamy here in Atlanta…in the nineties with high humidity just about every day. Summertime is a great time, with longer days and fun in the sun. With the hot weather comes challenges in our sales world. Kids being out of school means more vacations and people have more hectic schedules overall. This season can cause meeting resistance and stalls in our pipelines. We need to guard against thinking we are prospecting enough during these months. Do you have solid evidence that t...
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Get Inspired – Become a Sales Olympian!

The PyeongChang winter Olympic games are on the final stretch. It's riveting to watch the drama of the Olympians pushing themselves to the limit to achieve their personal best. Kikkan Randall and Jessie Diggins winning a gold metal in cross-country skiing was truly fantastic. The range of sports and level of greatness are amazing, from the biathlon to the luge to figure skating, just to name a few. In the biathlon, for example, it’s incredible to see how these athletes can quickly quiet t...
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Solid Old School Tactics in a Technological World

It's extremely difficult to keep up with the latest technological innovations. In fact, it's impossible. Things change too quickly. As salespeople, our jobs are already challenging enough without constantly having to learn how to use the latest and greatest new gadget. How about if we take a break from this new stuff for a moment? How about if we do things "old school" for a change? In doing this, we run the risk of being ridiculed. We could hear, "That's so old school. Get with the program....
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Summer’s Here Heat Up Your Prospecting Pipeline

Summertime. Is there anything better? While we would love to spend these days vacationing -- or golfing if you have that bug -- there is selling to be done! When it comes to tracking your sales activity, there are two types of pipelines -- a sales pipeline with pending orders and a prospecting pipeline. We all need both of these pipelines to be stronger...but right now we'll concentrate on the prospecting side of things. Although we all want to schedule meetings with potential new cust...
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2016, It’s almost a wrap!

The holidays are upon us. There is still so much to do in these last days. In spite things being hectic, some say it's the most wonderful time of the year. But it can be a challenging time of year to stay focused on the job at hand. A lot of people... and companies for that matter...tend to "check out" in December, and the all too familiar "Call me after the New Year," becomes the objection of choice. Knowing you're not one to "check out" when there is work to be done, how do you make the ...
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Is Your Pipeline Worth a Gold Medal?

It was an exciting two weeks with the Olympic games in full swing...the pure drama of watching exceptional athletes put all their effort into winning bronze, silver or gold medals. There was heartache and celebration, along with a tremendous amount of pride. Even if the athletes did not win a medal, they accomplished the ultimate goal - representing their respective countries in the prestigious Olympic games! In light of the games, I have a question for you: Is your pipeline worth a gold ...
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