Self managing team

3 Steps to Creating Your Self-Managing Sales Team

“A self managing sales team? Come on. You gotta be kidding me. Do those really exist? Is it possible for my team to become self managing?” Yes and yes! Amy O’Connor shares with us the three steps to creating a self-managing sales team.

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Dangers in Discomfort

Why Your Sales Discomfort is Dangerous

Yielding can keep us alive, or it can also kill our productivity, our creativity, and our relationships. Yielding prevents us from acting when action is necessary. It deters us from making bold decisions and it dramatically, even tragically, limits our potential. But, yielding is a choice, it is a conscious act of the will.

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stop saying lines

You Need To Stop Using These 6 Cheesy Sales Lines

Anyone else besides Ryan Taft believe that the sales process has changed pretty dramatically over the past decade? Silly question, right? We all know that customers research, decide and buy differently today than at any other time in history. But what about this: Have salespeople adapted accordingly? Or are we still using the same old sales tactics we learned years ago?

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4 Steps to Better Sales Skills

4 Quick Steps to Help You Develop Better Sales Skills

Too many sales people avoid failure at any cost. After all, failure is not an option, right? If we never try we never fail. And while that might mean less frustration in life, it also means zero growth. Here are four steps that will lead to better skills development.

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Summit 2017 FB Ads 1200x628 (57)

Why You Should Join America’s Top Sales Leaders in San Diego

What are your plans for August 17-18? What if you decided you were going to spend those two days learning how to maximize your market, equip your team and elevate your leadership? The Shore Consulting team is gearing up for the 9th annual Sales Leadership Summit in sunny San Diego, and—trust me—it will be a good one.

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Win the Toss-Up Sales

How The Best Salespeople Win “Toss-Up” Sales

Ah, the toss-up sale. This sale is up for grabs and could go in a variety of different directions. These sales are your 1+ sales. They put you over the top in both your sales quota and your earning potential. Amy O’Connor shares with us how to win the toss-up sale.

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Key to Success

Why Confidence is a Vital Key to Your Success

I think confidence is one of the most under-appreciated, underrated skill sets of great professionals. This is particularly true for you as a sales professional. That’s because, in the sales process, you need to have enough confidence for you and for your customer.

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Start Your Day

5 Ways Great Salespeople Should Begin Their Day

We all experience “off” sales days. You know the type of day I am talking about. It’s the day where no matter what techniques you attempt, they all seem to fall flat. As the day progresses, it just seems to get worse. Whatever the reason, here are five things every sales pro should do to kick-off their day for maximum impact.

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Don't Make Your Customer Cry

Don’t Make Your Customer Cry – Based on a True Story

We tend to frame situations from our own perspective; it makes it far easier to make sense of the world. But, as seen in my story about Judy, assumptions can get you into hot water. What makes things worse is that we create these assumptions in an attempt to better relate to people or situations.

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