Change? No Change? You Always Need to Change!

Posted by Lynton Web Team on Thu, Dec 09, 2010

 

Blue Ocean? Red Ocean?

If you haven't read the book, you owe it to yourself to read Blue Ocean Strategy especially at this time of year. Buy yourself a Christmas present and download it on your iPad. It's an easy, but very thought provoking read, and you easily can polish it off during the week between the holidays. It begs the question of the degree of change that you might want to undertake over the longer term and whether you want to consider swimming in the relatively open deep blue (and healthy) ocean or in the constrained, oxygen-starved (and highly competitive) red?

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Tags: sales tools, business tools, business planning, business coaching

Only 15 Left-Don’t Forget About “The Other People”

Posted by Lynton Web Team on Wed, Dec 08, 2010

Way too often as hard charging salespeople-especially now when we’re pushing for the close-we forget about what really has to happen to close a deal…and get the actual purchase order.

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Tags: sales productivity, sales, sales management, sales effectiveness, selling, sales optimication

17 More-A Task for This Weekend

Posted by Lynton Web Team on Tue, Dec 07, 2010

The month is moving ahead on plan. Things are reasonably in your control, and hopefully you can see how you’re going to glide this ship in for a safe landing by the 31st. We’ll pick back up on a few hints on Monday for the critical week of mid December.

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16 More-Planning Ahead

Posted by Lynton Web Team on Mon, Dec 06, 2010

Hopefully you had a great weekend and took some of my advice and spent a bit of time thinking-even in the form of a rough outline-about your Q1 sales plan. This week is really Crunch Week in terms of making any significant selling impact on the prospects in your pipeline. Next week and the following are still very important but mostly for pulling and pushing everything that you can out of the bottom of the funnel. During this week, there’s still time to focus on your selling process.

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Tags: sales productivity, sales, sales management, sales effectiveness, sales tools, selling, business tools, sales optimication

17 More-A Task for This Weekend

Posted by Lynton Web Team on Fri, Dec 03, 2010

The month is moving ahead on plan. Things are reasonably in your control, and hopefully you can see how you’re going to glide this ship in for a safe landing by the 31st. We’ll pick back up on a few hints on Monday for the critical week of mid December.

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Tags: sales productivity, sales, sales management, sales effectiveness, sales tools, selling, sales optimication

19 More-Use Linked In-Be A Detective

Posted by Lynton Web Team on Wed, Dec 01, 2010

Ok, so we’re past the magic threshold of 20 and rushing on the downward slope to the close of the end of the year. Clearly not much time left, and yet, we still have those one or two big deals which are stuck somewhere between Champions and Decision Makers…and no one is returning your calls.

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Tags: sales productivity, sales, sales management, sales effectiveness, sales tools, selling, sales optimication

Day 21. Boss? No Boss?

Posted by Jack Derby, Head Coach on Tue, Nov 30, 2010

Often times bringing one’s manager into a sales situation late in the funnel process produces positives results. A different perspective. A new set of eyes…and ears.

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Tags: sales productivity, Sales Optimization, sales management, sales effectiveness, selling, improved sales management, selling skills, closing sales, Sales quota, sales training, small business management

Wake Up to Day 22: Hit the Road

Posted by Jack Derby, Head Coach on Mon, Nov 29, 2010

Back at it today after a four day break. Hopefully you had time to decompress, grab a bit of sleep and just relax. With just 22 days left in the selling season, the pressure is on, so it’s time to shake things up a bit.

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Tags: sales productivity, Sales Optimization, sales, sales management, sales effectiveness, selling

25: Two Thoughts Today

Posted by Jack Derby, Head Coach on Wed, Nov 24, 2010

It’s an interesting day since on one hand, you can accept the thought that the world is traveling or planning to travel later today; therefore, there’s no sense following up with your prospects in your December pipeline.

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Tags: sales productivity, Sales Optimization, sales, sales management, sales effectiveness, selling

26 Days More to Succeed

Posted by Jack Derby, Head Coach on Tue, Nov 23, 2010

Try something different today. Tomorrow no one is going to be paying attention to you.

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Tags: sales productivity, Sales Optimization, sales, sales management, sales effectiveness, selling