Blog Archives

Today’s Lesson: Receiving Feedback

Recently, however, I received written feedback from a post accusing me of not modeling Active Listening in my public discourse like I teach my clients. It knocked me back on my heels. Had I slipped or not really improved?

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Posted in Careers, Presenting, Sales Leader, Sales Management, Tools

Today’s Lesson: Three Sales Archetypes

Only 54.6 percent of sales professionals produce enough revenue to meet quota according to CSO Insights 2015 Sales Compensation and Performance Management Study. And, it’s the rare prospect that actually wants to hear from a sales rep. What’s a senior

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Posted in Building Trust, Closing, Presenting, Sales Leader, Sales Messaging, Sales Process

Five Questions to Ask if your Deals are Not Closing: Who, What, How, When, and Why

Last week, I led a two hour seminar at a client’s annual meeting of partners and agents – think 40 B2B sales people and executives. The President had asked for 2 hours on closing skills to be presented to a

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Posted in Closing, Presenting, Qualifying, Sales Leader, Sales Management, Sales Messaging, Sales Process, Tools

Vistage All-City Conference – My Notes

I attended the Vistage All-City meeting in Atlanta yesterday.  Vistage describes itself as “The World’s Leading Chief Executive Organization.”  I would guess around 300 CEOs, key executives and “Trusted Advisors” attended.  I am a member Larry Hart’s TA group. Before

Posted in Careers, Presenting, Tools

Five Minutes on Creating Great Presentations

Maybe the best 5 minute investment I’ll make today – ppt on creating awesome presentations – http://slidesha.re/S6th5

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Posted in Presenting

A warm review on a cold day

Posted 11/3/10 By Dan Baldwin, TA Executive Director, 951-251-5155 email  via http://www.sellingtelecom.com

Posted in Building Trust, Presenting

Free Kindle and Facilitation Book with Every Class from Leadership Strategies – The Facilitation Company

MUST USE COUPON CODE: KINDLE via http://www.leadstrat.com Wow, I just read that my client Leadership Strategies is giving away a free Kindle with attendance at one of their public workshops. If you lead meetings or workshops of any kind, you

Posted in Careers, Presenting, Sales Leader, Tools, Uncategorized

Intro to Cross-Selling

How do you leverage success with one customer into a cross-selling opportunity with another? I hope the below presentation that I delivered earlier this week helps. Intro to Cross-Selling View more presentations from Adam Shapiro. Intro to Cross-Selling View more

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Posted in Building Trust, Champion, Marketing, Presenting, Sales Messaging, Sales Process, Tools

Whither Mike Bosworth…

I’m often asked, “So, what is Mike Bosworth up to?” Here you go – http://ping.fm/0SCI0

Posted in Building Trust, Presenting

So, How’s it Going?

A year after helping a client of mine with their sales process implementation, the Sales Operations Manager (SOM) asked me to spend a half day facilitating a review and refresh of the sales process with the sales team. Our agenda at

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Posted in Presenting, Sales Management