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by Shawn Karol Sandy, on May 11, 2023 8:47:18 AM

Are you lagging or leading? Let me share with you a bit of my diagnostic process. When I talk with sales leaders or business owners about their sales teams, I ask, “tell me about their performance?” Their response is usually something along the lines of, “Well, we missed our target

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Topics:LeadershipProspectingSmall BusinessData That Drives

by Shawn Karol Sandy, on Dec 11, 2022 2:52:00 PM

This past week, I’ve been evaluating some options for a client to pair the outside sales team we’re building with an inside sales team to do heavy prospecting and lead generation for one of the product areas that has a very large prospect base. If you’ve been on the internet

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Topics:B2B SalesProspectingProfessional DevelopmentCommunicationSales StrategySellingSmall Business

by Shawn Karol Sandy, on Dec 4, 2022 3:40:55 AM

Last week, I had two instances where sales reps contacted me to try to sell me a product. In both cases, each rep was certain I needed their subscription software. Both of their general sales rational were that other businesses found their product helpful and the features were great and

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Topics:ProspectingProfessional DevelopmentCommunicationSales StrategySales Trainer

by Shawn Karol Sandy, on Nov 6, 2022 2:31:00 PM

I’ll admit, I’ve done it before. In my sales career, I’ve been frustrated and tried to get a buyer to respond with something compelling but in my haste, I’ve sent the “Just Checking In” email. Have you received one of those? Or sent one? Hi Bill, How’s everything going? I’m

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Topics:B2B SalesProspectingCommunicationSales StrategySellingSmall Business

by Shawn Karol Sandy, on Oct 23, 2022 3:35:00 PM

Dear Salesperson, It’s time for a heart-to-heart. I do appreciate your questions. I do. But I find myself giving the same answer over and over and over: “How do I get buyers to listen to me? I can’t seem to get their attention, a callback or response.” Many of you

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Topics:B2B SalesProspectingCommunicationSales StrategySelling

by Shawn Karol Sandy, on Oct 16, 2022 3:16:00 PM

In a previous BrightTalk webinar, I surveyed the audience of sellers and asked, What is your biggest challenge in prospecting? I thought the results were extremely interesting—and they validated what I’m hearing from many businesses and sales pros about their challenges in new business development. Of the 120 live viewers,

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Topics:B2B SalesProspectingCommunicationSales StrategySelling

by Shawn Karol Sandy, on Sep 18, 2022 1:34:00 PM

I’m following up on last week’s post, The Power of Feedback with my promise to show you: The Biggest Mistakes We've Found When Coaching You On Sales Phone Calls We use call recording as a powerful way to help sellers improve their skills. This process is incredibly effective at assisting

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Topics:ProspectingCommunicationSales StrategySellingSmall Business

by Shawn Karol Sandy, on Jul 25, 2022 3:29:00 PM

Being an account manager, or a business owner, for that matter, is like being a master juggler—up in the air on any given day are dozens of details on a to-do list that spans customer calls, billing, paperwork, dozens of emails, and meetings, meetings, meetings. It’s hard to fit business

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Topics:ProspectingProfessional DevelopmentSales Strategy

by Shawn Karol Sandy, on Jul 2, 2022 3:45:00 PM

I can usually diagnose problems pretty quickly. I work hard to do so because of that whole “time is money” theory. I like to think it’s a combination of listening, experience, perception, and intuition that makes me a keen consultant. Like a bloodhound for revenue issues —but one who loves

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Topics:B2B SalesLeadershipProspectingProfessional DevelopmentCommunicationSales StrategySellingSmall Business

by Shawn Karol Sandy, on Jun 26, 2022 3:23:00 PM

I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with salespeople that have a bulldozer mentality. They’re not

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Topics:Sales EnablementB2B SalesProspectingCommunicationSales StrategySellingSmall Business

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