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Creating Urgency When Your Prospect is Overwhelmed

Creating Urgency When Your Prospect is Overwhelmed

It seems like overwhelm is a common state these days. As a salesperson, it’s likely that some of your prospects have a lot on their desks and are having their own difficulty identifying what to do next. This may mean they shy away from making decisions. Even if...

Get the most from this year’s SKO

Get the most from this year’s SKO

Sales Kick Off season is officially here. Traditionally, SKOs are a great way to introduce new ideas and products to a team. They’re also usually great for in-person networking. These components are of course going to look a little different this year. So how can you...

2021 Goal Setting & Planning

2021 Goal Setting & Planning

Now is the time to set your goals and create a plan that will help you achieve them. Remember, we inevitably end up where we consistently focus — good or bad. Regardless of what happened in 2020, we should now be looking forward towards where we want to go this year....

My Top 6 Resources After 2020’s Virtual Housekeeping

At the end of each year, I conduct a "virtual housekeeping" activity where I comb through my digital channels [much of which collects digital dust by the end of the year]. This exercise allows me to start each new year with a clean digital slate and allows more mental...

Is your deal at risk? Ask these 5 questions to find out.

Is your deal at risk? Ask these 5 questions to find out.

It’s that time of year…quarter close and, in many cases, fiscal year close.  There’s nothing like it to turn up the anxiety for sales professionals.  Each year there are many articles written on how to close the quarter strong. There’s no magic, and I don’t have any...