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Last Coffee and Coaching of The Year

By Sarah Waple on Oct 22, 2019 8:15:00 AM

Mark your calendar! Our last Coffee and Coaching is set for Nov. 12 and you shouldn't miss it. 

Topics: Coaching event
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Managing Expectations: Not just a sales tactic!

By Charlie Hauck on Feb 7, 2019 10:19:00 AM

I just read the post below on my LinkedIn feed and thought it was worth sharing with everyone. The excitement of the promotion obviously gets some people too excited to ask, “wait a minute, what your telling me is I get a new business card, more responsibility but no bump in pay?” Sounds awesome doesn’t it? 

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Is Your Sales Process Curious Enough?

By Charlie Hauck on Nov 1, 2018 9:51:00 AM

My work with my clients is constantly connecting me to their upstream and downstream market partners both directly and indirectly. As I review and replay the conversations I have with the people I support and coach, one idea keeps popping up; the idea of curiosity. Are we all curious enough to be as effective as we can and should be in our business and sales processes?

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Great Teams Start With Great Hires

By Sarah Waple on Oct 4, 2018 3:42:25 PM

We found this amazing read on hiring and building great teams from The Metiss Group and thought we should share it with you. 

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Stop Trying to Sell to Everyone

By Charlie Hauck on Aug 30, 2018 10:41:54 AM

In the world of high performance sales the reality is that not every opportunity is a good opportunity. Too often salespeople look at every lead or inbound inquiry as a sale half won before they even talk to the other person. That “got to get a yes” mentality is often more problem than positive attribute.  The sad truth is most sales people will not get the order in more than 50% of the opportunities they pursue no matter how they go about trying to close the deal. If that is the case, the real work must be done to disqualify opportunities rather than looking for reasons to qualify them. Nothing is more expensive than time wasted on trying to convince someone to buy your product or service that has no money, no interest, no need or no compelling reason to change what they are currently doing. The real skill is in getting the NO before you expend your valuable resources of time and energy chasing something that can or should never be caught. Don’t let a prospect’s interest fool you into thinking they always have the intention to make a decision or fall in love with all your features and benefits. If you are going to get a no, get it early and keep moving on to the next opportunity. Make a prospect qualify for you.

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