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All posts by Linda Brink

Prospecting: Uncover and Develop New Business

By | Blog, Communication, Sales, Sales management, Selling & salesmanship | No Comments

Guest post by John Naples, Encore Consulting Group WHEN I FIRST STARTED in sales, one of the first skills I learned was how to uncover new selling opportunities. I was part of a sales organization that placed high value on cold calling, and expected the salesperson to master appointment setting both over the telephone and by in-person cold calls. My district sales manager threw me to the lions the first week I returned from training. He told me to canvass my territory and make 30 calls per day. To “hit my numbers,” he said, I had to contact at least 500 new prospective clients each month. As a 22-year-old entry-level salesperson, I was both daunted and challenged by this ominous goal. My first call went really well. I dialed the phone number and the receptionist answered. She said, “Good morning, Pacific Industries. How may I direct your call?” I completely froze…

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Discovering: Identify Needs, Wants, and Pain Areas

By | Behavior Style and Values, Behavioral style, Blog, Communication, Customer service, Marketing communications, Sales coaching, Selling & salesmanship | No Comments

Guest post by John Naples, Encore Consulting Group WHEN I FIRST STARTED in sales, I was as green as they come. I entered the field directly after graduating from college and went to work for Lanier Worldwide in the highly competitive telecommunications industry. I was trained to hit the streets in San Diego’s Mission Valley and knock on at least 25 doors each day. Success was determined by the number of calls I made, rather than by their quality. Once I secured an appointment, I was taught to deliver a “feature dump” on anyone would listen. I quickly saw that this method of listing and describing features was all wrong; I wasn’t seeing good results and my competitors were winning. It took some experience and additional knowledge, though, before I figured out how to correct it. The fact is, I was missing a key, critical step in the selling process and…

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Streamlining Your Advisory Firm – From Fire Drill to Efficient

By | Business management and design, Personal management, Team building | No Comments

There is so much to do in an advisory firm –following the markets and keeping up on economic developments, responding to client inquiries or preparing for client meetings and events, hiring and developing employees, working on the marketing message, ensuring technology is up-to-date… Lots to do and, most weeks, seemingly little time to do it in. Sometimes a firm can evolve into the fire drill mentality, where people are just running from one fire to another and trying to address the urgent, knowing they should focus on the less urgent, but having no time to do so. Things are getting done but people are worrying and wondering what’s being missed. Employees have less restful sleep at night, and can become very stressed and agitated during the day. While the work gets done, no one is at a high level of productivity and effectiveness – they can’t be. If this sounds…

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