Still Leveraging ADHD after All These Years

We’ve long been writing about ADHD, when managed effectively, as being an opportunity for salespeople who have it and for the companies they work for. But new questions keep coming up. For example, what can you do when your competition is your prospect’s untreated ADHD-like behavior? In our experience, ADHD can cut at least two ways for salespeople: They have

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2020: Sell More Than Ever!

Beat your personal best in 2020 by developing your consultative selling skills, building a customized sales process, and getting hands-on help in closing deals. Sell like the top producers sell–the 20 percent who consistently bring in 80 percent of all new business. Our highly popular and highly productive consultative sales course, FOCIS®, supports the individual and team growth so vital to boosting

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The Best Business Gift Ever?

“Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, ‘What’s in it for me?’”—Brian Tracy Creating value–“helping others”–is perhaps the best gift you can give your customers, prospects, and colleagues. Even better, you can do it all year ’round in a special way during the sales process. That’s right, you can provide value before

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Will Potential Buyers See Your Business Development Process as an Asset or Liability?

If and when you decide to sell your company, will potential buyers see your current sales and marketing processes as assets or liabilities? In other words, are they processes that new owners can rely on for growth and profit or that they have to fix? Companies and investors looking to buy other companies always do financial due diligence. Those numbers

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Recruiting Interns: Your Secret Weapon

When recruiting interns, it’s easy to promote the role you’re offering by rolling out the common, cliche benefits of an internship: “It’s a great way to see how the real world works,” “You’ll make great connections,” “You’ll get some good experiences,” and more. While these benefits are accurate, managers often exclude one of the most important, if not the most

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No Drag in this Dragon Boat: One of Our Own Is at the Helm

Senior Consultant John McDermott is a member of the United States team competing in the 14th IDBF World Dragon Boat Racing Championships 2019, August 20-25, in Pattaya-Rayong, Thailand. The International Dragon Boat Federation sponsors the event every other year for its 74 member nations. From the stern, as helmsman McDermott steers one of the traditional, colorful vessels in the 2000-meter

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Can Professionals Learn to Sell?

The short answer is “Yes!” Selling is not magic. It’s a process that can be taught—and learned. One of our large, global law firm clients has been tracking the results of our small-group consultative sales training of their attorneys. We’ve trained about 50 attorneys in eight cities. The study is controlled for gender and experience. For the first full year,

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Do You Earn the Right to Close?

We believe that consultative selling can be defined as creating value during the sales process–that creating value before the sale gives you the right to close because you’ve earned it. The question for every salesperson then is, how do you create value? We find that probably 75 percent of salespeople and other business developers don’t know the answer to that question. They may think

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Growth at the Speed of Trust

Our age is one of disruptive change, not only in politics but also in business. Now, more than ever, getting sales and marketing to work together, and mean it, offers opportunity to reshape the time-honored mathematics of collaboration. Not only can 1 + 1 = 3, but also 4, 5, 6, 7, and more–in fact, a lot more. So, what’s

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Will Taking Notes by Hand Make You a Better Salesperson?

The unequivocal answer is “probably.“ But it’s an awfully strong probably that’s backed up in research and in practice. In our consultative sales training course and in our coaching, we’ve always advocated taking notes during discovery with prospects or customers. No breakthrough there. Taking notes just seems to be commonsense, right? If only because notes will help you to remember what

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