February 17, 2019

Manage Smarter 57: How to Eat Your Competitors Lunch

Anthony Iannarino is an international speaker, bestselling author, sales leader, and entrepreneur. He is the author of “Eat Their Lunch - Winning Customers Away From Your Competition," "The Lost Art of Closing" and "The Only Sales Guide You'll Ever Need." He blogs frequently on thesalesblog.com and hosts his own podcast called In the Arena. In this episode, we discuss: Managing so you can win new business away from competitors; The 4 Levels of Value Creation; and how discovery with team members can help them find new routes to closing sales.

February 15, 2019

3 Client Types You Haven’t Customized a Service Plan For

We all know that each client is different and so their customer service plan must be unique to them as well. However, not many salespeople take the time to think through more than just, “Should I call or email my client?” According to CustomerThink’s Niamh Reed, customer service plans need to be way more versatile than that, especially when a new customer is learning to utilize your product or service.

February 12, 2019

Rep closes $40,000 deal using AdMall’s Audience Targeting Data

Closing a sale is challenging enough. But reselling to a former client who hasn’t bought in more than two years? Now, that requires something extra. But for Sales Executive Pamela LaPierre, of WSBT-TV in Mishawaka, Indiana, the payoff was worth the added effort. The 25-year veteran of media sales had not only her experience to rely on, but she also had been using AdMall for half that time. And so, she was more than prepared when it came time to meet with a local home maintenance business.

February 10, 2019

Manage Smarter 56: Managing Calmer Under Pressure

Tina Greenbaum is a High-Performance Specialist, holistic psychotherapist, author, speaker and workshop leader. She is the creator of the program Mastery Under Pressure, an executive coaching program that teaches Olympic-level mindset skills for peak performance in high-stakes and high-stress environments. In this episode, we discuss: becoming a calmer manager to boost team performance; how to be aware of stress points in the moment without judgement; questions to ask about goal setting vs. stress levels; and dealing with fear and negative self-talk.

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