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Elevate sales performance

Right behaviour, consistent action, better results

Ingrid

My latest insights into all things sales

 

Energy flows where intention goes

Energy flows where intention goes

I’m not one for denying reality.    When it comes to a healthy emotional and mental outlook, accepting reality is a key component.  And as I write this, Victorian small business, in particular, has been assaulted with another lockdown on a weekend that many in...

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The Year of Recovery

The Year of Recovery

2020…COVID.  Lockdowns…   Sorry, I don’t mean to be triggering…! But around April last year organisations pretty quickly realised that in such an “unprecendented” year it would be unfair to expect their sales teams to achieve original sales targets.  In fact,...

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If you think there’s more, there probably is…

If you think there’s more, there probably is…

What a revelation!? If you’re anything like me, you’ve probably allowed yourself at times to entertain the notion that there is more possibility for you….even if you don’t know right now how to access it.  More roles, more revenue, more market share, more customers,...

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Pressure reveals mindset

Pressure reveals mindset

Getting back into a rhythm of market contact this year is going to be interesting to say the least.    In some sectors of the market, in person meetings are still rare indeed.  In others, market contact is all about being respectful of time which seems to be even...

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I don’t “sell”

I don’t “sell”

Every now and then I come across professionals who say things to me like:   “I’m not in sales.” “I’m not a salesperson.”  “Selling leaves me cold”   When I ask about their roles, it turns out that while they’re “not in sales”, they’re responsible for :...

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Entitlement vs gratitude

Entitlement vs gratitude

I heard a story the other day that I found troublesome but not uncommon.    And it’s something that will absolutely separate those who will be ready willing and able to make the most of 2021 and those who won’t be. The first story was that of an employee who was...

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Making the shift from Knowing, Doing to Being

Making the shift from Knowing, Doing to Being

I’m not interested in what you know, how long you’ve known it for or even how much you know.  I am happy that you know it.    Experience shows me though that it’s not knowledge that changes things, it’s the application of that knowledge.  We can know a lot of...

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Choose Enthusiasm

Choose Enthusiasm

Joy!….What is it good for….absolutely everything!  Say it again!   Customer service people, sales people, leaders of people….those of us who work with others to achieve an outcome understands the power of enthusiasm.  Of bringing joy to a situation.  It’s...

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Are you successful in spite of yourself?

Are you successful in spite of yourself?

Success.  Achievement.  Getting results.   In sales and in sales leadership, there’s a measure of success: improvement in sales, improvement in margin, increase in average transaction value, reduction in sales cycles…So when targets across these measures are...

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2021 Starts Now

2021 Starts Now

Victorian sales teams: if you’re waiting for the end of lockdown until you can get back out there in person to see your prospects and customers, stop waiting!  The time was 2 months ago.  Act now.   I say this because it’s like we’ve been wading through treacle...

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Unexpected lessons from COVID

Unexpected lessons from COVID

One of the things I drive and encourage in my client work is a practice of review and reflection.    It encourages and promotes a greater level of self awareness, learnings to take forward into future situations and link new concepts to existing knowledge.  It...

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Why Connection means more now than ever

Why Connection means more now than ever

A big part of my business is facilitating workshops with sales teams and their leaders….these days, all of these are on Zoom.    One of the things that initially worried me was how well I’d be able to connect with the participants as I’m not able to physically...

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