Tag Archives for " Sales "

3 Steps to Recovery from Sales Insanity

By Kelly Riggs | Sales + Leadership

What they need is a t-shirt that says, “I’M INSANE!” (You know…doing the same thing over and over…) And, if you’re that person’s sales manager, it might be that you’re insane, too. If you’re standing around letting the madness continue, you’re part of the problem. But that’s another post. If this sounds even vaguely like you (or one of your salespeople), let’s make a move towards solving this problem. Here are three concrete steps to help you gain control of your sales success.

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5 Discovery Questions That Create Winning Sales Dialogue

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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When Lightning Strikes in Sales (And It Will)

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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You’re an Average Salesperson, But It’s Not Your Fault

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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