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Fractional Sales Leadership Blog

Sales Planning & The V8 Engine.

Walter Crosby | Nov 03, 2019 | prospecting, Sales Management, Sales Performance, Uncategorized

    There are five basic steps to achieving your sales goals. Use the ideas as you do your planning for 2020. The Gap. You must understand where you are today and where you want to be.  This cannot be a vague notion.  This is not just about the revenue amount, focus on the emotions […]

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How to Handle 2 Common Objections with a Sales Prospect

Walter Crosby | Sep 23, 2019 | prospecting, Sales Management, Sales Performance, Uncategorized

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What should the first 90 days for a new sales hire look like?

Walter Crosby | Sep 06, 2019 | Sales Management, Sales Training, Uncategorized

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DIY Sales Hiring for Business Owners and Sales Leader

Walter Crosby | Aug 29, 2019 | Sales Management, Sales Performance, Uncategorized

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Sales Manager’s Guide to Leading Effective Weekly Coaching Sessions

Walter Crosby | Aug 15, 2019 | Sales Management, Sales Performance, Sales Training, Uncategorized

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Who is Coaching Your Sales Managers?

Walter Crosby | Aug 01, 2019 | Sales Blog, Sales Management, Sales Performance, Sales Training, Uncategorized

Businesses have managers because there is a return on investment in managing the process, regardless of the department.  Chaos would ensue were it not for management. Most department managers have a common language, set of standards, principles, and Laws. Accounting, Finance, Audit, Legal, Operations, Manufacturing, Engineering, Human Resources, and Marketing each have a unique vernacular.  […]

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Why Salespeople with Happy Ears = Weak Sales

Walter Crosby | Jul 15, 2019 | Sales Blog, Sales Management, Sales Performance, Sales Training, Uncategorized

Weak salespeople have what we call Happy Ears. Weak salespeople have what we call Happy Ears.  At the first positive words that come from their prospect, they get excited and sound like Sally Fields at the Academy Awards in 1985, “you really like me!” (in case you are too young to remember here is the […]

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A CEO’s Story of Change

Walter Crosby | Jul 03, 2019 | Sales Management, Sales Performance, Uncategorized

Once upon a time… Once upon a time in the Land of Manufacturing worked as a CEO, Charlie Wilson. He as the CEO of Big Blue Widgets.  The most successful Widget maker in all the Land. Charlie worked hard developing a strong brand that represented the highest quality widgets in the Land of Manufacturing. Big […]

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Tell Me How You Create Value in 30 Seconds

Walter Crosby | Jun 20, 2019 | Sales Blog, Sales Management, Sales Performance, Sales Training, Uncategorized

Memory Lane: My first sales job after college was in Commercial Real Estate in the borough of Manhattan; specifically, Midtown.  The on-boarding process was: “there is a desk and phone over there, grab that chair and go canvass 705 Third Avenue.  Come see me tonight at 6pm.” Canvass meant walk the entire building from top […]

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The 4 Differences from Elite Salespeople and the rest.

Walter Crosby | Jun 06, 2019 | Sales Blog, Sales Performance, Uncategorized

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