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Conversations, tools and strategies to multiply your sales

3 Habits You Need to Cultivate to Succeed in Sales

When it comes to sales, you are the most important asset you have. 

Let’s face it, sales is tough. You are going to get rejected. You’re going to be outside your comfort zone. You’re going to hit your goals, but then have to start from scratch. Month after month. Quarter after quarter. Year after year.

It’s a sisyphean task.  And in order to succeed for the long term - you need to cultivate habits that will help.

In this episode of Sales Fiction, I highlight the top 3 habits that will help to show up healthy, happy, and ready to sell and serve your customers every single day.

Pay special attention to:

<2:50>  Why you can’t rely on willpower to succeed

<8:30>  How to pick and...

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How hustling is hurting your sales

 By now, I am sure you’ve heard, more than once, that in order to be successful in sales you need to hustle. 

I mean, when I google hustle + sales I get 20 million hits. That’s a lot of hits.

But what if hustling is actually hurting your sales and your team?

In this episode of Sales Fiction, guest Mindy Miley, a sales professional with 20 years of experience, shares her insights including, why hustling might be hurting your business and what to do instead. 

Pay special attention to:

<6:45> How shifting her thinking from sales to service changed her approach to sales

<11:00> The best sales advice she’s ever received

<12:40> A new approach to cold calling

<14:30> Why hustling might...

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Sales Fiction Podcast Ep 09: Post Sales Retention

Are you spending as much time and energy keeping your customers as you are winning them?

Imagine for a minute you’re a customer out looking for a product that can help you streamline your sales follow-up. You do a bunch of google research, reach out to multiple vendors, and participate in a few product demos. 

One solution really stands out. Not only because their product is amazing, but because they really seem to care about you. They ask about your kids, they send you a homeschooling survival packet in the mail and are readily available to answer questions throughout the sales process.

You make the decision, sign up for the solution, and then --- radio silence. All of that support and engagement seems to disappear, now that...

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Sales Fiction Podcast Ep 08: Overcoming a sales slump

Have you ever experienced a time when you couldn’t seem to win a client to save your life? When it seemed like all you were getting were no’s and the rejection started to build on itself and the more pressure you put on yourself - the harder it was to motivate yourself to get out there, see your prospects and win new deals.

If the answer is yes - you’re not alone. We’ve all been there. 

Dr. Seuss said it best - “When you're in a slump, you're not in for much fun.

Un-slumping yourself is not easily done.”

But what if it’s not you you are trying to unslump? 

Un-slumping a team member can be even more challenging than un-slumping yourself.

How do you support and encourage a member of your...

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Sales Fiction Podcast Ep 07: To Script or not to Script

When I first started in medical sales - I was way out of my league. For one, I didn’t have any actual ‘sales’ experience - unless you count selling candy door to door for Campfire when I was 8.

The really intimidating part was that I didn’t have much of a science brain. I mean, I was a communications major at Washington State for pete’s sake. So the thought of talking about complex medical conditions and treatments with people who actually went to medical school was moderately terrifying. 

While 6 months of training might seem like a lot, compared to 4 years of medical school, plus residency and actual patient experience, it felt like I was going in a bit underprepared.

What saved me was rote...

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Sales Fiction Podcast Ep 06: How to avoid micromanaging

Everyone hates working for a micromanager - but how do you know if you are one?

Take Julie for example - she’s been in sales for 10 years and loved her job, that is until she got a new boss.  All of a sudden, she was getting calls multiple times a day, being asked about every account, every detail of her expense report, and how many calls she was making throughout the week.

After just a few weeks, Julie started to feel like her new boss didn’t trust her and over time she started making sure she was keeping her boss happy instead of focusing on her customers and the bigger picture results. 

Not only did she start to hate her job, but her sales numbers went down well.

You don’t want to be that boss. 

While...

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Sales Fiction Podcast Ep 05: Don't let your team stagnate

 As a leader, it's your responsibility to help your team to develop resilience.

My “favorites bosses” were the ones who let me coast and didn’t challenge me, but looking back I realize that working for bosses who recognized my talents, but continued to push me to continue to get better, led not only to better results, but more fulfillment. 

Is there something you’ve always wanted to learn like snowboarding on Mt. Bachelor, maybe it’s painting in Italy, but didn’t feel like you had the skills or the know-how?

It’s easy to think the reason you’re not embracing these goals is because of time or money, but when you look deeper, I’m guessing there’s an element of...

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Sales Fiction Podcast Ep 04: How to teach your team new skills

5 years ago I decided to become a writer.  It started as a casual hobby. I’d go for a run down by the Columbia River and then I’d write a short story about that run. I’d write about how I struggled but kept going and then eventually found a rhythm. I’d share some insights about how that experience relates to life.

Shakespeare, it was not. 

I mean I was typing words into a document and creating sentences. But my writing didn’t really engage the reader or pack a punch. 

So I signed up for a writing workshop in Taos. I went to that workshop and then another. Then I hired a writing coach. I took some writing classes online from Creative Live and from various copywriters. 

But my writing...

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Sales Fiction Podcast Ep 03: Hyperfocus your training for better results

When you have a small team and you need to produce big results, it’s essential that every member of your team is performing at their best.

Training and skill development is one area that can make a dramatic difference in your team’s results – but when you’re small, having the time and the bandwidth to continually train and mentor your team can feel overwhelming.

So, who do you hyper-focus your time and energy in training in a way that will have the biggest impact?

In this episode, we’ll dive into some of the key principles that will help you focus your training efforts for maximum growth. 

I’ve been thinking a lot about how to develop your sales team over time. The framework I’ve been using...

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Sales Fiction Podcast Ep 02: Keep the best people on your team

When you have a small but mighty team, everyone matters – and when even one person leaves, it can have a huge impact. 

More often than not on a small team, everyone is doing the work of at least three people, so the ripple effect of someone leaving at a small company is much bigger than at a large company. 

So, how do you keep people happy and engaged, and most importantly, on your team?

In today’s episode of the Sales Fiction Podcastwe’re kicking off the first of a 3-part series on developing your team and keeping them happy. 

There’s a common fear when it comes to investing in your team as a small business owner, and that is that if you spend time and energy developing talent,...

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