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Sales Management: Performance-Based Terminations

As a Sales Manager, when you have to make terminations based on performance, it’s not always as cut-and-dried as action-based or behavior-based offenses. Many times performance-based terminations are the culmination of a process—you’ve set out your minimum performance standards and have determined they aren’t going to be a longterm part of your team. It’s not easy, but again you are only responding …

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Overcoming Sales Objections: That’s Exactly Why You Should Do It

Overcoming Sales Objections I was talking to a gentleman recently who passed along a close he uses in his business I wanted to share with you today. Keep in mind this is one that can be used for tangible products, intangible services and just about everything in between. This one is really great and easy to keep “in your back …

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Sales Management: Sales Recognition

Ask any parent and they will tell you everyone needs attention. Some more than others, but everyone needs some. Salespeople tend to need a lot. It’s part of what makes the good ones great—that desire to be noticed and succeed. Knowing who needs what and how much is why they call the job Sales Management! Every action by one of …

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Sales Lessons From My Late Father

With Father’s Day having just passed, I thought I’d share some great sales lessons I learned from my late father, Don W. Bellah, Sr. He passed away in 2004 and last Thursday would’ve been his 83rd birthday. He was absolutely hilarious and the source of my sense-of-humor, receding hairline and genetic heart issues. Hey, one outta three ain’t bad! Seriously, …

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Sales Tips: Time To Get Unstuck

As I write this, we’re nearing the midway point of the year. Yes, just yesterday you were (hopefully) writing down those goals for the year and analyzing the things you wanted to accomplish both personally and professionally. Now, here we are with only half the year left before us. If you’re not on target for you goals, that’s okay. It’s …

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Back Home Again

Late last year I had the opportunity to merge B2 Training & Development with the folks at BIZTools to create MyBizCoach.biz. We had both been doing a lot of blogging, writing, creating products and speaking. It seemed like a great fit. But, it wasn’t. The branding of MyBizCoach didn’t really fit me. Heck, I’m a sales guy—always have been, always …

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How To Achieve Your Goals This Week

I see more and more articles, blogs and columns on goal setting, but I see very few that actually follow through and tell you how to achieve your goals. Setting the goal isn’t necessarily the easy part, but it’s certainly the foundation—then comes the real work: achievement. It’s important to note we all have distractions in life; things are constantly …

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5 Tips For Hiring New Salespeople

5 Tips For Hiring New Salespeople No matter how strong your team may be today, there will be a time when you are tasked with adding new salespeople. You’ll have to decide where to advertise, how to advertise along with several other variables that make the job harder than it should be. With that in mind here are a few …