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Coffman Group, LLC. | sales.coffmangroup@sandler.com | Kansas City and San Diego
 

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Blog

Many salespeople don’t prospect simply because they are not required to do so in their role; those who are required to prospect do it to varying degrees of success – and some of those salespeople struggle. An effective daily prospecting routine will be more important than ever in 2023.

Phone outreach is one of many tools in 2023’s multi-platform sales toolbox. It’s a tool that (depending on your market and your role) may become an important part of your individual behavioral plan …if used properly.

This article’s title is intended as the highest possible compliment. If you’re a sales leader, and your team is producing, I really do believe that’s because of your ability to do what an air traffic controller does.

Categorizing and labeling generations tends only to highlight the age paradigms and circumstances we all go through in life, but since the media created it, I will use it.

 

In this episode, Brenden Kumarasamy will discuss how to succeed at public speaking, sharing tips on everything from body language to delivery. We will share the common misconceptions and challenges around public speaking.

There's a series of things I have observed in watching salespeople use emails over the last couple of decades to such an extreme that now we are seeing an entire generation who has become reliant.

The goal of creating a better buying experience is to make it easier for people to buy. In this podcast, we will discuss the importance of follow-up after an initial discovery call or demo, and how sales reps can use tools like Qwilr to progress conversations.

In today's environment, we must stop acting and looking like beggars recognizing that we can help buyers.

Let the others wrestle it out at the procurement department and with the low-level influencers.

Brian Jackson, Sandler coach from San Diego, talks about productivity hacks: how to measure and manage productivity. Productivity is one of the most important aspects of any business. Productivity isn't just about quantity—it's also about quality. It can also be one of the most difficult to measure and manage.

This message may make you cringe with the anxiety of thinking so far ahead, but now is the time to plan for your best-ever QBR meeting results in Q2 2023.