Conflict Resolution

Conflict Resolution

A Cautionary Tale Originally posted on LinkedIn October 23, 2023 Yesterday, I received a call from an owner who doesn’t usually call outside her weekly coaching session, so I picked up immediately. She related a story about two employees having a verbal...

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Productive At-Bats

Productive At-Bats

Originally published on LinkedIn on September 15, 2020 I come from a long line of baseball fans. We aren’t just your average hot dog-eating, beer-drinking variety of fans either. We care about the history, the strategy, the statistics, and the nuances.  We’ve lost...

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Old Dog, New Tricks

Old Dog, New Tricks

Set goals for your sales rep or reps for 2024. The goals should represent an increase over 2023. Your rep or reps are supposed to sell. Simply maintaining existing accounts is only half of their job.

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Selling on Price

Selling on Price

Selling value means reps have to do research. They need to understand the challenges their customers face and the opportunities available to them. They need to understand business – how their customers make money, where they can improve employee productivity and how they increase profitability.

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