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#SellItOrScheduleIt

This Equals That....

For sales associates and leaders everywhere

The numbers never lie. When you step on the scale, you know. When you open your bank statement, it’s right there to see.

The same is true for sales. When you look at your sales results, you know whether you are on track to make goal or not. If you are, great. If you aren’t, it’s a function of actions: the quantity and quality of the actions you have already taken.

If you want to get back on track to make goal, you need to take more actions. If you h…

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Q2 2021

Q2 2021

For sales associates and leaders everywhere

 Q1 2021 is now behind us. If you hit your quarterly goal, congratulations! If you missed it, check your performance statistics and you will find what was insufficient that kept you from  hitting your target.

The obvious challenges most retail and trade showrooms are facing right now are supply chain shortages and insufferable lead times. This is what the remainder of the year will look like, so it’s critical that we manage what we can contr…

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Part 9 of 20: HubSpot Sales Statistics…With Secret Sauce Added

9.  Salespeople are 9x more likely to convert web leads if they respond within 5 minutes

Customers who contact you via your website expect a quick response. Leads and questions that come through your site need to trigger a response instantly within your sales team.

Salespeople This role isn’t a fit for EVERY salesperson. They need to be skilled in technology, persistent in their communication and closely tied to the marketing department so that they can participate in creating responses that are…

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Part 7 of 20: HubSpot Sales Statistics…With Secret Sauce Added

followupcalls7.     80% of sales need at least 5 follow-up calls after a meeting

As shown in sales enablement statistic #6, sales reps are giving up far too fast on potential clients. The majority of sales take time and continuous communication with the customer.

For Salespeople PLAN to do at least FIVE follow up calls with each prospect. Shift your thinking about this. Make each call a bit different and all of them compelling…with enthusiasm! And if you are scheduling appointments or closing as an outcome to …

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Part 2 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Hi everyone….

This is my second in this series of posts. I am taking apart and talking about a data set that HubSpot published in 2018 on Sales Enablement Statistics. These are great bits of information for salespeople and sales managers to know in order to impact the actions they take with prospects and with selling and coaching time. Over time, I will address all 20 points.  I encourage you to share how they impact YOUR actions with your team or with your prospects.

2. At a company with 100–500 …

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HubSpot Sales Statistics…With Secret Sauce Added

Hi everyone….

In my next series of posts, I am going to be talking about a data set that HubSpot published in 2018 on Sales Enablement Statistics. These are great bits of information for salespeople and sales managers to know in order to impact the actions they take with prospects and with selling and coaching time. I intend to address all 20 of them over time and I welcome you to share how they impact YOUR actions with your team or with your prospects.
  1. 50% of sales time is wasted on poor pro…

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Managing a Sales Team

sales teamFor sales managers and sales leaders, everywhere           

Although my sales process “Sell it or Schedule it” is designed for salespeople, they are not completely responsible for executing it to mastery. The inclusion of their sales manager is critical to the implementation and ownership of this process.

I just finished a 90-day sales management coaching agreement with Sherry Kollar of Furniture Warehouse Design Gallery (FWDG) in Beaufort, South Carolina.  Our engagement was for HER training and …

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Systems for Fulfillment

 

For everyone, everywhere

It’s early in the new year…you might have your bright and shiny goals in front of you, enthusiastic to achieve them and passionate about what you are out to create for yourself, your company, your family. Good for you!!! Now, ask yourself:

“Am I organized enough, with a system that is sufficient for the results I am committed to achieve?”

Take a moment and REALLY sit with that question and the elements it included. For creatives, organization seems boring and uninspiring. …

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“Helpful” is Not an Outcome

For sales professionals, everywhere
 
I had a great call today with the sales leadership of Interiors Home in PA. We have been working together for a couple of years and discussing how to break some habits and create new, more effective ones. One of the actions we were discussing I have mentioned Handshakebefore: Sales managers interrupting sales/customer interactions on the sales floor to help the salesperson to overcome concerns and to help them to close the sale (or get the appointment).
Today we dis…

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You Won’t Win Them All

For sales professionals, everywhere
 
And you don’t have to win them all.
You want to win them all, will do your best to win them all, and sometimes obstacles will arise that will prevent that from happening.
There is ALWAYS something to learn that can be improved, eliminated, or adjusted.
You want to engage so that THEY feel heard and fully expressed and so that YOU can accomplish something - the sale today or to forward the sale today.
And when you fail to produce a result, look to see if…

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