By Kelly Riggs | Sales + Leadership
What we tend to forget is the best information is usually revealed in a meaningful dialogue about core issues relevant to the opportunity. But getting to that dialogue requires some preparation regarding the questions that will best produce that dialogue.
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By Kelly Riggs | Sales + Leadership
Goal-setting gets a whole lot of attention this time of year. Personally and professionally: Companies create new revenue objectives; individuals resolve to lose weight. If nothing else, the New Year is a time to initiate change, raise the bar, create new challenges, make things happen. You get the idea. Companies decide they need to increase sales. Develop new marketing plans. Introduce new product lines. Open new locations. Individuals want to lose weight. Get in shape. Start a new hobby. Work on the house.
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By Kelly Riggs | Sales + Leadership
Although you will have plenty of opportunities to fall short yourself, nothing is more frustrating that to do it all right and have someone else drop the ball. A product ships wrong. There is an error on the invoice. A deadline is missed. Tech support stumbles.
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By Kelly Riggs | Sales + Leadership
You’re an average salesperson. And you think you’re safe. Sadly, you probably are. You’re one of the many salespeople at your company and you’re sleepwalking through the month. You’re going through the motions, doing just enough to stay off the bottom rung of the ladder. Your sales performance is average, at best, but occasionally you get close enough to your revenue objective that your sales manager – who claims to be way too busy to replace you – gives you another 3-month pass.
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