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by Kim Garmon Hummel, on Jul 20, 2022 9:51:54 AM

I know you want to keep your customers, especially the ones that are a great fit for your business. If you're reading this, you either want to be proactive about keeping them, or you're already experiencing losses and looking for a way to make it stop. In both cases, this

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Topics:Customer ExperienceCompany CultureBusiness Growth

by Shawn Karol Sandy, on Dec 26, 2021 8:21:52 AM

What’s your focus for improved sales results this year? Cleaning up my office this week and the biggest stack of papers on my desk is my “session notes” pile. It’s the colorful printouts of PowerPoint decks and session worksheets that are scribbled on in blue, purple, hot pink, and aqua

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Topics:LeadershipBusiness DevelopmentBusiness Growth

by Shawn Karol Sandy, on May 15, 2016 6:02:38 PM

Ask anyone how they determine who to pick for their fantasy sports team and they’ll tell you it’s all about the “stats.” Performance metrics are the best indicators of future success. Stats are kept for each play, each hit, tackle, pass, catch, whatever the sport if an athlete moves, it’s

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Topics:Data That DrivesBusiness Growth

by Shawn Karol Sandy, on May 14, 2015 9:45:47 AM

Why are you in business? The answers for each person might vary from deeply personal motivation such as, “To create jobs for veterans,“ “To be my own boss,” or in my case, “It’s my calling, this is bigger than me, I had to build this business.” Most people start or

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Topics:Sales TrainerStories That SellSystems That ScaleMoments That MatterData That DrivesBuying JourneyBusiness GrowthGrowing Small BusinessBuyer Journey

by Shawn Karol Sandy, on May 1, 2015 10:46:13 AM

Everyone needs outside perspective. I got some recently from a really smarty pants colleague who pushed me to really focus on what the experience, core competencies and key deliverables would be for our clients. I ended up with this list: Quickly closing the gap on missed opportunities Increasing revenue and

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Topics:Professional DevelopmentSales TrainerSales CoachCoachingBusiness Growth

by Shawn Karol Sandy, on Jan 29, 2015 3:34:17 AM

Is it hot in here? Or maybe that’s the heat of competition you’re feeling. You’re sweating at the cheaper, faster, bigger or slicker new kids on the block, trying to eat away at your market share and customers, clients or donors. Almost all our clients bring up “the competition” in

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Topics:Customer ExperienceLeadershipCommunicationSales StrategyBusiness Growth

by Shawn Karol Sandy, on Mar 23, 2014 7:15:14 AM

Whether you are selling your business, your services, a product, an idea, collaboration, or yourself, marketing alone doesn’t bring in the results. Selling—asking for business, reaching out to build relationships—is what brings business through your door. If you’re not getting the results you want, take a look at what you’re

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Topics:ProspectingSales StrategyData That DrivesBusiness Growth

by Shawn Karol Sandy, on Mar 9, 2014 7:41:12 AM

If you’re not happy with where you are, you commit to change, right? But where are you putting your commitment? Are you committing to the results or to the changes that get you to the results? A wise sales director once told his team, Be accountable to the plan, not

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Topics:Data That DrivesBusiness GrowthForecasting

by Shawn Karol Sandy, on Feb 16, 2014 10:23:52 AM

When you preach “process, automate, organize, and measure” to scale and grow your business, you had better walk the talk. So, I’d like to peel back the curtain and share some of my favorite business tools that help me: Buy Back Time Measure Productivity Get Focused Get Organized Here is

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Topics:Professional DevelopmentSales TrainerSystems That ScaleBusiness Growth

by Shawn Karol Sandy, on Feb 9, 2014 6:40:57 AM

What are you measuring in your business? I’ve found one of the biggest perils for small business, second stage businesses and even sales professionals is a lack of measurement and metrics that quantify their results. It’s an interesting mix of denial and flat out lack of application. “I don’t have

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Topics:LeadershipData That DrivesBusiness Growth

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