Posts filed under: Sales Training

In this series of posts about what I learned from the top 10 sales trainers/influencers that I follow, you saw the varied teachings that are available today. Jill Konrath drove home the importance of concisely written value propositions and how instrumental they are in securing appointments with prospects. She reminded me that an effective value......
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Anthony Iannarino reminded me of the importance of not putting “all my eggs” in one prospect’s basket. Hedging is an often used term in the financial world.  Traders who seek to reduce the risk of their trades will hedge their trades with an opposing position. Longterm buy and hold investors who do not want to......
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John Maxwell expanded my understanding of leadership by showing how leadership is an activity throughout the day. What is your definition of leadership?  As I began my professional journey many years ago: I assumed that leadership is something you do from the front of the room. It is the person with the title that leads......
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Nancy Nardin explained the importance of time and how CRM programs and other technology can better utilize wasted time. We can’t get more time in life. But we can free up more unproductive time, which provides more net time for the more important work that creates more sales. Nancy hits on a theme that I frequently......
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In an interview with Anders Ericsson, Daniel Pink explored the science behind why perfect practice leads to greatness. If only activity alone were enough. We examined this in the post where Joanne Black reminded us that prospecting activity is not the goal, but rather prospecting productivity. Discussing the general topic of becoming great in any......
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