News & Content

S.M.A.R.T. Goals for Managers

S.M.A.R.T Goals If you’re a manager or a coach, here are 5 SMART questions to explore the next time a team member falls short of their target (goal):   Skills: Do they possess the necessary skills (e.g., knowledge, training) to perform at that level?   Motivation: Are they motivated enough

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Why Managers Matter

Why Managers Matter According to Gartner, 24% of inside salespeople are looking for a different gig. The most prominent reason cited is compensation plans. Managers don’t always take the time to design a compelling compensation package that incentivizes growth.  The second reason is the quality of leadership; leaders who don’t

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Price Increase Conversations

Price Increase Conversations   A lot of salespeople are selling in fear that price increase conversations will result in lost client revenue.    Amid supply chain shortages, material cost increases, and labor shortages, many businesses are having to increase their prices. How can you handle a price increase conversation with your client

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Intraprospecting When it comes to finding new business, we rely on two overarching strategies: We have ‘inbound’ prospecting (marketing). We have ‘outbound’ prospecting. And now, we have a third option, Intraprospecting. In my new book, Mastering the Upsell I describe a variety of strategies for selling more to existing clients. That said, upselling

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FREEMIUM PRICING OPTIONS HOOK YOUR CUSTOMERS There are several ways to catch the attention of a potential buyer. One of the most common and effective ways is to offer something for free to the customer. Using the law of reciprocity, if you give something for free the customer will feel

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Discount Deception

Discounting Deception The University of Ohio conducted a study that you might find interesting especially if you’re a proponent of giving product or service discounts.   The school had a theatre department that sold season passes for 10 shows that were put on during the semester.  The folks at the

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Buyers Aren’t Buying You

Buyers Aren’t Buying You Salespeople are often stumped after a big meeting with a decision-maker: you delivered the feature benefit analysis (FBA) in a tidy presentation, you blocked common objections, and you asked for the close at the end. Why didn’t the deal close there? Why aren’t they calling back?

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Upselling Conversation Starters cover image

Upselling Conversation Starters Pt. 2

Upselling Conversation Starters Let’s dive into more advanced examples you can use to start an upselling conversation.   1) Earlier on, I’ve told you about. I think this could help you, here’s why” You’re moving the close along. The client has committed to the original purchase. This is what we’d

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