Author Archives: Adam Kash

Where are your people spending their time in Q4?

It’s the fourth quarter of 2023. Time for total accountability from each salesperson. What are the “MUST ACHIEVE” Sales Goals in Q4? Once the goals for Q4 are in place, accountability for time and Sales activity (behaviors) is the next critical … Continue reading

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The Power of Listening: Unveiling Buyer Motives

In the dynamic landscape of sales, one skill stands out as a game-changer: listening. A salesperson’s ability to truly listen can be the difference between a successful deal and a missed opportunity. Why is listening so critical? Because it holds … Continue reading

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The Second Best Word you Can Hear is “No”

Whether you’re new to sales or a seasoned veteran, regardless of your “technique”, you’ll still hear “NO” more often than “YES”. This is a truism of sales. Most salespeople know this, but everyday go on calls always seeking a “YES”. … Continue reading

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Time Management: The Key to Improving Sales Productivity

Time management is an OXYMORON. You cannot manage time, but you can manage yourself through a disciplined process of maximizing your time by prioritizing activities which will help you achieve your sales goals. This discipline must be ongoing, not something … Continue reading

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It’s Trade Show Season: Come Back with Prospects, Not Just Leads

Remember this? Long days…sore feet…tired back. Sound like your typical trade show? To make the show worthwhile, you’ve got to put in the effort (And track your results). What better place to talk to and meet scores of current users … Continue reading

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Sales Manager’s Corner: Prospecting – The Lifeblood of Selling

“It’s not WHAT you know…It’s what you DO with what you know!” NEW BUSINESS It’s either coming from your existing customer base or from new customers. Keeping the “funnel” filled with qualified prospects requires multiple prospecting methods used in a … Continue reading

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Sales Manager’s Corner: Start Off Right – The First 90 Days

You’ve just hired a new salesperson. Now what? How do you get them productive…quickly? It starts with you the sales manager. New hires look for leadership. Their initial results will be potentially meager, so lead by example. Success is what … Continue reading

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“Call Me Next Month…”

One of the most common complaints we hear from salespeople is how hard it is to get someone to commit to an appointment. They find their prospects using the same excuse over and over again: “I’m busy, so call me … Continue reading

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How to Hire Winners

Eliminate Hiring Mistakes…Immediately and Avoid the High Cost of Hiring Mistakes! The process of interviewing, hiring, on-boarding and training…and then suddenly losing salespeople is a very costly mistake. How much money and opportunity has your company lost on salespeople who … Continue reading

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Sales Manager’s Corner: How are the troops doing?

As managers, we often ask ourselves, “How are the troops doing?” The term “troops” is more than a euphemism, because these are the people we engage in the battle for sales. The battleground today is the “Uncertain” economy which many … Continue reading

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