Everyone’s in Sales – Building a Sales Culture

If you’re reading this, then you are in sales. Everyone is part of a sales culture, whether you are in the “C” suite, or a member of the legal or administrative department; whether you own your business or are the receptionist in a Fortune 500 company.  A sales culture means that everyone’s in sales.  Does

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When Spoken, They Can Spell Career Disaster.

The English language has an unending supply of words and phrases that are built to create conversations that convey meaning and leave impressions.  How you use and deliver these words makes a huge impression on people and leaves them thinking and feeling a certain way about you. Every conversation is a selling moment that constructs

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Sales Culture and Customer Service: Perfect Together!

Building a sales culture and creating a culture of exceptional customer service are closely linked but they are not the same. In fact, great customer service is a vital subset of a great sales culture—two processes that fuel one another. You cannot truly have one without the other. A sales culture means that everyone’s in

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Is The “Thank You” Extinct?

Has the art of the “thank you” become extinct?  Has it become a casualty in our insanely over-connected, rushed and reactive world we live in?  I fear so, and I hope that we can save the “thank you” from extinction!  As a keynote speaker I am often asked to do a presentation “pro-bono” and when

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Three Words to Avoid!

There are three words that are absolutely deadly to sales, our careers and our very psyche. These three words when uttered send a very negative message  to everyone around us.  These words  – just nine letters and one apostrophe can have an incredibly detrimental effect on our ability to create new relationships, establish credibility and

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2016 is The Year of the Ask!

Ask for what you want and be prepared to get it. – Maya Angelou Let’s consider where you are as we begin 2016.  Hopefully you had a great 2015 and you some newfound passion and our confidence. You polished your value propositions until they shone like fine silver. You built relationships, built trust, built understanding,

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Intuitive Curiosity – A Key Skill of Great Sales Professionals

Lately, I’ve been thinking about what makes certain sales professionals better than others. More specifically, what gives some sales professionals that “edge”? Do elements just exist naturally within the DNA of great sales professionals that you can’t teach? There are many factors that set certain sales professionals apart from the rest, and today I’m declaring

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