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Saleswise Blog

February 2013

Feb, 26 2013 9:47 AM
Nicki Weiss

 I’ve been gobbling up some interesting sales research recently that slays a few sacred cows. Many of us in sales hold on to certain long-held beliefs about our profession that I’m finding out are no longer true. Are any of the following myths holding you or your team back?

The...

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January 2013


Jan, 29 2013 9:32 AM
Nicki Weiss

 What do you do when you don’t know what to do? When you’re scared? When none of the options seem appealing? When the consequences are huge, either in your personal or professional life?

Earlier this year I attended a week-long leadership program at the Banff Centre http://www.banffcentre.ca/ where we tackled...

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Jan, 22 2013 9:25 AM
Nicki Weiss

 In a famous study about the most important factor in achieving success, researchers put a group of four-year-olds in a room with one marshmallow each. They told the kids that if they didn’t eat the marshmallow for 15 minutes, they would get a second marshmallow, and then left the room...

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Jan, 8 2013 9:01 AM
Nicki Weiss

 The sales year always starts with setting a number. Then it moves to getting to the number. Sales leaders spend a lot of time creating plans, setting quotas, preparing for Q1, looking at the pipeline, figuring out how to fill the pipeline and on and on to make the number...

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December 2012


Dec, 11 2012 9:43 AM
Nicki Weiss

 Ask any sales leader how selling has changed in the past decade, and you'll hear a lot of answers but only one recurring theme: It's a lot harder. Yet even in these difficult times, every organization has a few stellar performers. Who are these people and what can we learn...

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September 2012


Sep, 27 2012 9:43 AM
Nicki Weiss

 Thanks to “Selling To Big Companies” by Jill Konrath for helping me get my head around value propositions.

A few weeks ago I got a call from a company I had never heard of. The pleasant-sounding rep on the other end of the phone first asked me how I was...

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Sep, 4 2012 9:16 AM
Nicki Weiss
 I think confidence is the most important characteristic for a salesperson: in my experience, the more confidence, the more sales.

How do you instill confidence in your sales team? Vince Lombardi, the famous football coach, used to say, "Football is about blocking and tackling. The team that...

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August 2012


Aug, 23 2012 9:00 AM
Nicki Weiss

In business, as in all areas of life, ideas come and go. What worked yesterday doesn’t work today and probably won’t work tomorrow.

Take cold-calling, a traditional staple of generating leads and driving sales. When I set up my own coaching and training business five years ago, I cold-called relentlessly....

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Aug, 16 2012 9:09 AM
Nicki Weiss

Sometimes I wish sales success was a simple matter of following the right formula.

You know, make the right phone calls, have your value proposition down tight, and figure out how to counter resistance. But the formula theory leaves out one important part of the equation: salespeople are dealing with...

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Aug, 7 2012 9:09 AM
Nicki Weiss

The ideas and text I present here are (mostly) shamelessly plagiarized from the book Metaphorically Selling by Anne Miller. I urge everyone to buy this book if you want to raise your ability to sell anything…to anyone.

“Charismatic communicators take the complex and make it simple and the simple and...

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