Don’t Be Afraid to Call

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The response to the COVID-19 virus has turned everything as we know it, upsidedown. Communities are on “stay-at-home” orders. Some businesses have closed their doors—a record number of people filed for unemployment. If you still have a job, you’re dealing with how to be productive from home. And to top it all off, your boss wants you to get on the phone and call your customers!

Spike SanteeDon’t Be Afraid to Call
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Time to Rethink Sales “Training”

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In recent weeks, I’ve found myself homebound like many other business professionals, more by choice than by circumstance because I’m trying to run my business from home and not travel all over the country like I used to do. With the Internet and modern software tools, I can work with multiple clients, thousands of miles apart in a single day.

Spike SanteeTime to Rethink Sales “Training”
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Looking Ahead

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As we approach the new year, I want to send you my best wishes for a prosperous 2020 and beyond. Not only do we celebrate a new year but we also celebrate the beginning of a new decade. Sometimes it seems like time is passing way too quickly. I thought this would be a good time to send you some suggestions on how to get the most out of your most valuable non-renewable resource, your time.

Spike SanteeLooking Ahead
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Four Keys to Improved One-on-Ones

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Business today is filled with so much pressure to focus on things that are both important and urgent, things that need to be addressed right now! This hair on fire pressure forces us into reactive behavior based on what needs to be done right now, instead of focusing our energy and resources on developing a more strategic behavior based on our long-term goals.  We sometimes feel as if we just move from one emergency to the next, never finding enough time to catch our breath and plan for the future.

Spike SanteeFour Keys to Improved One-on-Ones
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Four Keys to Better Referrals

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Before his death in 2012, Zig Ziglar was one of the world’s most popular sales trainers and motivational speakers. He was born in rural Alabama and grew up in rural Mississippi. He went from a small skinny kid with a funny name to leading a worldwide sales organization, based on his simple philosophy, “You can have anything in life you want, if you help enough other people get what they want in life, first.”

Spike SanteeFour Keys to Better Referrals
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Four Keys to Better Training

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Are your salespeople getting the training they need to achieve their career goals with your company?

According to a worldwide study of over four thousand companies in seventy different countries across twenty different industries, IBM found that eight out of ten corporate leaders feel their employees do receive the training they need to achieve their career goals.

Spike SanteeFour Keys to Better Training
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Four Keys to Effective Role Play

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Role-playing is the standard training method in the military, police and fire rescue and especially, sports. Role playing is essential in professions where quick decision-making is necessary. That’s why role playing should be a regular component of your sales training.

Spike SanteeFour Keys to Effective Role Play
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