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Guest Post: Traits of Great Sales Managers Vs. Great Sales People

by Member Services Coordinator on 10/13

**Special Thanks to Brandon Barth, the Director of Sales at Graco for this guest blog post!**

 

In my 34 years in the painting business, I've come across many great Sales People and Sales Managers alike. While there are many personalities that can be successful at either, I have observed over the years that there are some "common traits" that the best of the best all have. Below is my simple juxtaposition between great Sales Managers and great Sales People. One point I want to make is that all great Sales People do not make great Sales Managers, but all great Sales Managers were once great Sales People. By no means am I claiming this to be an absolute,just my personal experience.

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Guest Post: Seven Key Practices to Sales Success

by Member Services Coordinator on 09/11

Guest Post: Seven Key Practices to Sales Success

*Originally publshed by PipelineDeals at https://www.pipelinedeals.com/blog/

 

If you're in a small or medium-sized business, you're always looking for an edge to maximize your sales success. PipelineDeals recently hosted our first annual Accelerate Sales Conference to bring together the top minds in sales and marketing to share what high growth companies were doing to excel. Seven best practices emerged from the keynotes and sessions as the difference makers for sales excellence in SMB.

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Protecting Your Brand

by Conal Mulreany on 04/17

Protecting Your Brand

Do you remember when you started your business? Your entrepreneurial fire was lit! One of the first things you did was giving your company a name and logo. You agonized over it, but eventually, you choose a logo and a name that gets you excited!

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Big Rocks and Action Items

by Kathryn Freeman on 12/11

Big Rocks and Action Items

For most of you, the budgeting process for 2016 is complete and, as Brian wrote in our last blog, now is the time to move into the annual planning that will make all that revenue happen.  I want to take this opportunity to focus in on the Annual Action Item list.  This list, in conjunction with your Big Rocks, will be your GPS for the upcoming year.  Let’s take a few minutes to work on how you develop it!

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Customer Service: Creating your Brand Experience

by Jim Vanore on 04/11

Customer Service: Creating your Brand Experience

As the newest edition to the Summit Coaching team, I have been charged each week to focus on one of our 7 Critical Elements of Business Success. This past week, it was Customer Service.

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Getting Over a Job Gone Bad

by Kevin Nolan on 02/13

Getting Over a Job Gone Bad

We hate to admit it, but we’ve all had them. It’s the really tough or impossible-to-please customer. Some people are just tough. Some even purposefully make themselves difficult to please.  As soon as they know they are really going to have to pay for something, they flip the switch.  What’s worse, if not managed properly, these people can take up more of our resources and energy than the other 99% of customers combined.  Every hundred or so customers, it seems, one pops up and rocks my world. And they always will.  So, it’s important to come up with some strategies for dealing with these issues.

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Keeping Your Promises

by Brian Nolan on 08/15

Many contractors make promises to their customers as part of the sales process. Some, such as Nolan Painting, have adopted a promise that has become part of their company culture.  The Nolan Promise is used as a competitive advantage during the sales process and continually reinforced in customer service training for field employees.  It makes the brand experience strong.  Do you have a promise?  Is it alive in your company, talked about regularly, and practiced daily? Take a look at what the Nolan promise means below.

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The Summit Customer Care Center

by Brian Nolan on 06/22

Small businesses need to fulfill the same administrative roles as any larger organization, but often run into a number of issues that prevent the establishment or growth of an efficient admin. Checking voice mail, answering prospect phone calls, and trying to enter information into a database has you overextended. You want to hire an administrative assistant to take care of these responsibilities, but can't find the right person, can't pay the salary, or just don't have the time.  We understand your struggle to fulfill these roles and manage the daily administrative duties.

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Catch a Huddle in Action

by Brian Nolan on 05/23

The season is here!  For the last several months you’ve been upgrading your team.  Now is the time to put winter training to the test.  You can make the training stick by catching your team doing the right things. A great time to do this is to catch them holding a huddle in action. We have written about the importance of daily huddles as a means to increase productivity, awareness and focus on daily goals.  Here is a story of one of the most memoriable huddles I’ve seen.  

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Community-Based Marketing: Doing Well By Doing Good

by Kevin Nolan on 01/19

Ben Franklin described part of his secret to success as "doing well by doing good." This week we observed the Martin Luther King, Jr Day of Service.  It is a day dedicated to the service of others and to the community. But doing good and getting involved aren't just for individuals. More than ever, small businesses are seeing the benefits of positive "corporate citizenship".  By investing time, talent, and treasure, businesses can play a significant role in the betterment of their community, form a positive company culture, and, yes,...do well.

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