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Matt Nettleton and Jim Brown | Indianapolis, IN


As a sales coach, I spend time with quite a few people who have big monkey collections. They have accepted their prospects' and clients' problems as their own. Unfortunately, these monkey collections have some predictable consequences.

There are only 24 hours (or 1,440 minutes) in a day. What you do with those hours has a direct impact on your overall productivity and your career. From the cold calls you have to make to the internal meetings and client visits, how can you squeeze it all into each day without missing out? The way you schedule your time, the format of your meetings and even your approach to delegation are important. Your overall approach to time management can help you make the most of each day to ensure you have a positive impact on your career.

Social selling means using virtual tools and online networks to add more prospects, opportunities, and information to your sales pipeline. 

Do you have a written Leadership Philosophy that is well known by all the people in your company? It’s good for everybody when the top person knows exactly what to expect of him/herself. Creating your own personal Leader’s Compass is an easy task that will reap enormous benefits.

You’ve closed the deal – but your job isn’t done quite yet. Managing client expectations can help you make the most of your new relationship and ensure you are striking the right balance. By working together to outline goals, define success, and clearly communicating your progress and milestones, you can increase transparency to build the long lasting relationship with your new client.

As a sales trainer and a 25 year commission only salesperson, I tend to notice stories about the DEATH OF SALES. And let’s be honest the stories are everywhere, whether you read, Inc magazine, Hubspot or any of the other 1,200,000 results on Google when you search for “Sales is Dead”. Bad news all of the articles are correct, sales is dead. Good news, the articles are all wrong, the state of our profession has never been stronger.

Role play is one of the best methods for developing your people, but salespeople loath role play and managers shy away from it, because it often becomes an exercise that leaves participants frustrated. Putting role play through the lens of David Sandler’s Success Triangle – attitude, behavior, and technique – both managers and salespeople could role play more effectively and increase both their role performance, outlook, and technique.

You’ve thought it out, gotten motivated and set a lofty goal for your sales and performance this year – so you are all set, right? Not so fast; setting the goals is just the beginning. Careful planning now can help you beat the odds when it comes to your sales goals and ensure you have the successful year you are planning for. Setting the right goals for the New Year is a great start. In a recent post, we covered the best way to set obtainable goals that are SMARTER – using a specific format designed to ensure your goals are measurable and attainable. Whether you use this system or take a different approach, the things you do in the first quarter will have a big impact on your outcome at the end of the year.  

In 2015, more than $70 Billion was spent on sales training in the US. Since then the number has only grown. It’s clear that organizations are committed to training their sales departments, but what happens when the deal actually comes in? Is your customer success team game ready? Are Customer Success Teams as Valuable as Sales?

There’s a lot of confusion surrounding what customer success teams actually do, and every company uses their teams differently.

This year's theme is Vision Driven Success. It is two days packed with non-stop training on sales, management or enterprise-level selling. Each trainer will bring real-world tactics, strategies, and ground-level tools that you can immediately implement in your business.