Sales Gravy

SEPTEMBER 30, 2009

One simple phrase can strike fear into the hearts and minds of professionals around the world: “Public Speaking.” Imagine you just found out that you have to deliver a presentation to a group of managers.

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Sales Gravy

SEPTEMBER 30, 2009

Have you ever been in the middle of a presentation when all of a sudden your mind goes completely blank? You’re delivering your content and next thing you know, you’re at a total loss for what to say next.

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Sales Gravy

SEPTEMBER 30, 2009

Since leaving the industry, I have learned that having a well established professional network of executives was critical to building my business and a great way to ensure career security.

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Sales Gravy

SEPTEMBER 25, 2009

People want to know that you are passionate about your vision. If you aren’t passionate about it, then why should they be? Your vision must be passionately compelling.

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Sales Management

Sales Gravy

SEPTEMBER 25, 2009

It's been said that a recession is a reallocation of money from the scared to the bold. The reaction of many people to a crisis is to hunker down, play defense, and protect what they've got. They're scared.

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Sales Gravy

SEPTEMBER 23, 2009

I’m a passionate believer in alternate ways of prospecting, especially when you’ve got a big region you’re attempting to cover and you’re strapped with a large number to sell.

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Sales Gravy

SEPTEMBER 23, 2009

You may assume that because the information you deliver is routine, or because you work with the people in your audience, that you don’t have to build a strong connection with them while presenting.

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Sales Gravy

SEPTEMBER 23, 2009

Well I don’t know about you, but for a Top producer, chasing and following up with 20 non-buyers is too demoralizing to go through.

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Sales Gravy

SEPTEMBER 18, 2009

The truth is that financial presentations can be exciting and eye-opening if you prepare your content correctly. When you use the following tools for presenting financial information, you make it easy for people to leave your meeting saying, “Wow.

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Sales Gravy

SEPTEMBER 17, 2009

Your team is put together much the same way as your customer teams. In fact it may be the same team. Your community is built on a base of trust and respect.

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2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

Sales Gravy

SEPTEMBER 15, 2009

You have to figure out how each prospective buyer prefers to be approached…Do they want to skip the small-talk and get right into the details? Or, do they want to “shoot the breeze” a while first? Are they assertive or passive?

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Sales Gravy

SEPTEMBER 15, 2009

I was among fifty unsuspecting passengers who boarded a small commuter plane bound for Cincinnati where many of us had connecting flights. We had one of those infamous "on time" departures.

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Sales Gravy

SEPTEMBER 14, 2009

The #1 problem I run across when working with companies is an unreachable, unrealistic revenue goal set by the owner that has no real buy in by the sales manager.

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Sales Management Management Sales 40

Sales Gravy

SEPTEMBER 10, 2009

The challenge here is that most salespeople accept what their prospects say at face value and they make assumptions. Which means they fail to ask the right questions.

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Sales Gravy

SEPTEMBER 9, 2009

When I conduct workshops on building a sales metric management system, the first metric that the group usually mentions for inclusion is revenue. Revenue is not a metric. It is a result. There is nothing that sales managers can do to address revenue.

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Sales Gravy

SEPTEMBER 5, 2009

Management 40

Management 40

Sales Gravy

SEPTEMBER 4, 2009

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