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Strategic Discipline Blog

Sales Advice from an Expert - Jack Daly Las Vegas Growth Summit

Posted by Douglas Wick on Mon, Nov 17, 2014

How important is culture to your organization?   The Rockefeller Habits Four Decisions for Growth offers the outcome of The People Decision is a harmonious culture of accountability.

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Topics: Sales Process, People, People Decisions, Growth Summit, Sales Training, Systems & Process, Leverage

What Sales Winners Do Differently: Collaborate.

Posted by Douglas Wick on Mon, Jun 10, 2013

Perhaps the most surprising results from the RAINGroup.com’s What Sales Winners Do Differently research were the top two things that winners do more often than second place finishers:

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Topics: Sales Process, Objective Management Group, Sales Training, Sales Evaluation, What Sales Winners Do Differently, RAINGroup.com, Sales Candidate Assessment

What Sales Winners Do Differently: Convince.

Posted by Douglas Wick on Thu, Jun 6, 2013

Winners are more than twice as likely to create the perception that the overall value they offer is superior.  When a second-place finisher doesn’t create this perception, it turns out it is the number one most important factor they needed to do differently in order to influence buyers to select them.

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Topics: Sales Process, Objective Management Group, Sales Training, What Sales Winners Do Differently, RAINGroup.com, Sales Discipline

What Sales Winners Do Differently: Connect

Posted by Douglas Wick on Mon, Jun 3, 2013

Connecting.  In our monthly sales training with one of my clients we’ve established that building rapport, respect, trust and the relationship is the most important part of the sales process.  The RAINGroup.com’s study What Sales Winners Do Differently includes tips and research that diminish this aspect of selling in today’s environment. 

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Topics: Sales Process, Sales Training, Sales Evaluation, What Sales Winners Do Differently, Sales Discipline, Connecting

Tombstone – Is Consultative Selling Really Dead?

Posted by Douglas Wick on Thu, May 30, 2013

Have you heard the news?   Consultative Selling is Dead.   This from an Inc Article, Why Consultative Doesn't Work.  Not alone, Harvard Business Review issued an article in as much agreeing with this End of Solution Sales

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Topics: Sales Process, Dave Kurlan, Sales Training, Sales Discipline

Sales Discipline – 19 Pipeline Questions

Posted by Douglas Wick on Mon, Oct 11, 2010

I promised to provide nineteen questions your sales people should be asking to qualify prospects.  These questions are provided to me through our Gazelles partnership association with Objective Management Group.  When I first started selling I recall being excited anytime I got someone who wanted to speak to me about my service.   Radio sales was a tough business to start a sales career, and someone who would actually speak to you generated a lot of enthusiasm.  As time evolved I recognized that my time was as valuable as my prospects and I learned that if I spent time with someone who wasn’t qualified it meant I had less time to invest in a good prospect.  I can recall having a great debate with another coach, who was my mentor, over the value of qualifying for price.  In his opinion you shouldn’t qualify for price at the outset because the prospect wouldn’t be able to appreciate the value our service provides until after we discovered their frustration.  My view wasn’t it didn’t do any good to explain value if the prospect didn’t have enough money to pay for our services. 

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Topics: Sales Process, Sales Training, Sales Discipline

The Strategic Discipline of Sales Compensation

Posted by David Gallant on Sat, Jul 17, 2010

Determining how to compensate your sales team or person is often one of the biggest challenges a business can face.  Finding capable sales people is a challenge onto itself and then determining who the keepers are makes this muddier.  If you want to keep the performers, you have to come up with a formula that pays them for performance and yet doesn’t hook the company too long compensating them just for potential.  One of our strategic partners, Dave Kurlan of Objective Management Group wrote a blog Sales Force Compensation - X Marks the Spot that offers great insights in the process of rewarding your sales staff.

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Topics: Objective Management Group, Sales Training, Sales Evaluation

Discipline – Most Lacking Element in Sales Training

Posted by Douglas Wick on Wed, May 12, 2010

The first day of medical school students visit the morgue.  This is where their mistakes end up they are reminded. Nothing quite as dramatic is done for sales people, however if you have an idea how to impact salespeople in a like manner please suggest it! 

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Topics: Sales Process, Discipline Plan, Sales Training, Sales Discipline, Jeff Thull

 

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Certified Gazelles Coach

Doug Wick, President

Positioning Systems

 

The Strategic Discipline Blog focuses on small to midsize business owners with a ravenous appetite to improve his or her leadership skills and business results.

Our 3 disciplines include:

- Priorities
- Metrics
- Meeting Rhythms

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