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Podcast: How to Build Positive Business Intent

As a salesperson, your strength lies in your ability to demonstrate Positive Business Intent with your customers and prospects.

The best salespeople: 

  • do what they say they're going to do,
  • build personal relationships with customers,
  • bring authoritiy to their point-of-view and what they offer,
  • and are customer-focused.
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Best Sales Enablement Practices for Your Sales Initiative

Sales enablement is a critical function of an effective sales initiative. Sales leaders must support the transformation by developing optimized onboarding, training and development and reinforcement programs. Your organization also needs a system in place to continually track results, make adjustments and communicate.

The following are several sales enablement best practices to integrate into your sales transformation process.

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4 Signs it's Time to Hire a Sales Consulting Partner

Hiring a sales consulting partner is a big decision for your business. You know your organization best. It's important to keep what's working and fix what isn't. To produce lasting results, a sales leader needs to “find the right fit” for the critical pieces of the sales transformation puzzle. 

Long story short, if you need to generate more revenue per rep, you may want to consider bringing in an outside perspective. It's likely that the problem won't go away without a concerted effort to change course. Below are four challenges we see most often.  

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The Key to Effective B2B Selling

If you are selling a B2B solution, there is nothing more effective than having a consistent way to answer the following questions:

  • What problems do you solve for your customers?
  • How do you specifically solve these problems?
  • How do you differently than your competition?
  • What's your proof?  
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How to Hire Sales Talent that's Right for Your Organization

Hiring sales professionals that not only have talent, but that also fit well into your organization, is more complicated than many sales leaders realize. The right person needs to have the skills and abilities necessary to blend in with your existing team, connect well with prospects and clients, and commit to growth within your organization.

The following are some helpful tips to assist you as you attempt to hire sales reps that are right for your business.

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A Reflection on Being Uncommon

Those of you who have gone through a Command of the Message® training with me likely remember the "Uncommon" story I tell at the end of my sessions. (If you haven’t, here’s a podcast of my telling the story).

Although the story is a very personal memory, I use it as a motivational tool for the salespeople I work with because I think it’s a good example of getting yourself off the couch, persevering and differentiating yourself in the sea of sameness.

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Improving Sales Productivity: The Value of an Outside Perspective

We've all been in those situations where outside experts were hired to help you get from "Point A" to "Point B." Often, these decisions are met with skepticism.

  • How can an outside firm possibly understand the complexities of our business?
  • How will its people ever be able to execute in a timely manner?
  • How can we ensure that we're set up to actually execute on the recommendations offered? 

Well, we are consultants and we know that there's a perception that follows us wherever we go. However, we firmly believe there are key benefits to hiring an outside partner to help you improve sales productivity, especially when you have aggressive growth goals or a sales problem that can't go one more quarter without getting fixed. Here's why: