Have you ever noticed that the coach training schools and programs do a great job of teaching us how to be excellent coaches, but not such a great job of teaching how to get more coaching clients or run your business most effectively?  You may have read some of the articles in this library from bestselling author and executive coach, …

Most organizations leave cold calling to the least experienced members of the team. However, the initial contact is when you can have the greatest impact on how you shape your value going forward. Junior salespeople should do the lead qualification, and hand the qualified opportunities to superhero sales veterans, right? Some might call the superheroes “sharks.” Go to any large …

It’s no new news that we are in a difficult business climate that requires making connections and building relationships more important than ever. We buy from people we know, like and trust.

Think of impeccability as an expression of the highest levels of propriety. To achieve it, determine a non-negotiable standard for what you consider to be respectable behavior, adhere to it, and commit to never compromise that standard.

Here are four basic sales steps for the sales person in all of us, and they apply whether you’re concerned with “internal, informal” sales or “external, professional” selling.

Sector: Software Development Assignment: Identification of Core Values, Common Core Purpose, & Vision & application to Sales & Marketing Period: 2008-2010 Background A well-established specialist software company with a global sales footprint wished to review its market positioning, degree of product differentiation & pricing in preparation for a major sales strategy. Assignment • To assess the organisation’s core values • …

As you explore how you currently go about organizing your time as it pertains to business development, don’t concern yourself with recommended percentages or the right way of doing it

The following article was contributed by: http://sealthedealsuccesskit.com/ This article includes a chart that shows you how to distinguish between networking, marketing and sales, the key terms of business development. ©2005. Suzi Pomerantz, Innovative Leadership International LLC. All rights reserved. Excerpted from Seal the Deal: The Essential Mindsets for Growing Your Professional Services Business People often misuse the term Marketing to …

The Lessons Learned Meeting is a structured interview with your clients and key decision-makers in the organization that takes place in the middle of the engagement as well as at the end.

Identify your current mindsets about sales and see how you can re-frame it for yourself to be something that aligns with what’s true for you.