From the category archives:
With the addition of The Leadership Institute of Indianapolis (www.leadershipinstituteofindianapolis.com) to our company offerings, I have been drawn lately to blogs (www.punkrockhr.com) and articles (www.mindtools.com) regarding leaders. It’s no accident that many catch phrases have been created about management and leadership. * Top down leadership * It starts at the top * “With great power [...]
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Value is the relief that your prospect feels when you can find and solve a pain they have.
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By Brooke Green What’s the hold-up? Almost daily, I hear that one of the hardest aspects of selling is waiting for the prospect to catch up with you. “Why do they take so long to make a decision? “ “They said they needed help. I laid out my solution to fix their problem. So what’s [...]
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By Brooke Green So close…How many times have you been in this situation: *You meet a prospect *You take them through your process *You ask them the right questions, tough questions *They reveal that they have a problem *They know it is costing them money *They think you can help them fix it *They say [...]
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By Brooke GreenI posted a blog a few weeks ago about the Fear of Learning billcaskey.com. In that blog, I talked about how the fear of learning can stop us in our tracks. It’s hard to believe that we would want to stay stagnant. Why wouldn’t we want to get better? Sounds crazy, right? Not [...]
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By Brooke Green”Fear” Installment #1 I read an article recently in Fast Co. (www.fastcompany.com) magazine about the Fear of Learning. Marcia Conner states that while some people say that they need fear to excel, too much fear about what there is to learn can actually shut you down. It started me thinking about how fear [...]
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By Brooke Green I was having coffee with a friend of mine today. He’s a bright, strategically-minded guy, however, he made the oddest comment. He is an owner of his company and is in front of prospects and clients on a regular basis. He also happens to know a lot of high level people in [...]
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By Brooke Green I don’t know how you feel about Karma, but I believe that in order for things to come into your life you need to make room for them. The same goes for your Sales funnel. If you have stagnant, energy-draining deals in your funnel, you must move them forward or move them [...]
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By Brooke Green There have been plenty of conversations in our sales training programs lately about something that hits all of us, the loss of “mojo.” We’ve all been there – one day you’ve got a bunch of deals on the brink of landing, you’re counting your money, and within 24 hours those deals collapse [...]
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We love to hear from our readers. If you’d like to contact our authors privately to suggest story ideas or critique their writing, here is their information: Bill Caskey: mailto:bcaskey@caskeytraining.com Bill is a sales development leader and experimenter. His ideas about selling are convictions about life, money and meaning. He has coached sales professionals and [...]
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