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SPIF Tip #1: Are Salespeople Coin Operated?

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tip1What is the point

of comparing someone to a parking meter? People accept this statement, yet there are so many things wrong with it. Want proof?
One client's salespeople had worked hard to map their deal flow. Their new process improved a bottleneck in customer service.

SPIF Tip #2: Your Salespeople Shouldn't Want to Prove How Good They Are

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m415-3f11ee5b-9c7e-40ab-9248-13231af63172-v2John Cousineau

is founder of Amacus.com. He has challenged a heartfelt belief of sales organizations.
I think he is right:

SPIF Tip #3: Sales Manager's Assumptions That Kill Improvement

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m415-bcd69e7c-e9e1-4cb5-ae4e-cf85c6a8b0e1-v2Years ago, I sold

minicomputers and software to local businesses. My territory was very small, and I had cold called everyone in it several times.
It was really hard to find enough sales opportunities. Seeing some post card mailers with clever headlines gave me an idea.
 

SPIF Tip #4: Why You Need Systems Thinking in Sales

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m415-034f4c5a-f814-4bb2-b469-ae04ba7e3da9-v2Sales used to

function as a kind of independent department. Of course, this has become less and less viable. Sales results are dependent on the company's website, its engineers, its customer service and shipping departments.
 
Customers are demanding more - and more complex - services. This requires your company's right hand to know what its left hand is doing. Your executives need to understand systems thinking.  

SPIF Tip #5: Is Closing the Salesperson's Primary Job?

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tip5Getting customers to buy can

buy can be a hard nut to crack. What else would the salesperson's job be? Without sales revenue, we're out of business.  Don't we judge salespeople on the money they bring in?
This belief is a Myth because so many salespeople, and their managers, honestly believe they exist to separate customers from their money. Anything goes, so long as it is legal.

SPIF Tip #6: Sellingbrew Features Sales Process Excellence

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m415-1945fd55-7331-44a4-87c7-57e1ea234db7-v2Rafe VanDenBerg,

founder of SellingBrew.com interviewed me for his well-known membership site for sales operations leaders.Rafe has a unique perspective on sales operations and sales management, as you’ll see. We cover a wide range of topics about how sales operations managers can be more successful. Ultimately, it is all about systems thinking.