Unmasking Change Blindness: Elevating Sales Effectiveness
By Ken Calof Sales and Leadership Coach Southwestern Consulting Kencalofswc.com In the dynamic world of sales, adaptability is the...
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ken49283
- Apr 25
- 3 min
"Mastering Sales Objections: Techniques for Overcoming Challenges and Closing More Deals"
Sales objections are an inevitable part of any sales process. They can take many forms, from concerns about pricing to doubts about the...
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ken49283
- Apr 19
- 2 min
Why Under Promising and Over Delivering is the Secret to Customer Satisfaction"
In the world of sales, exceptional customer service is everything. One of the most important concepts of quality customer service is the...
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ken49283
- Apr 18
- 3 min
I have some bad news for you! Like it or not you are distracted!
We all know someone who is the classic example of someone who could not get his sales day started. He would spend hours in the office...
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ken49283
- Mar 7
- 4 min
Love and the art of storytelling for sales. How to be your own Monet
We all have our own visions of success at different times in our lives. When I started in sales, I was a senior in high school and my...
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ken49283
- Mar 1
- 5 min
TRADITIONAL GOAL SETTING DOESN'T WORK! PROVE ME WRONG
Near the beginning of my career, I was a corporate sales professional in the commercial truck division for Ryder Truck. I thought I had...
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ken49283
- Dec 30, 2022
- 9 min
Winners don't just do things differently, they do different things
There is a famous quote by Shiv Khera that says "Winners don't do different things, they do things differently." In the year 2000 my dad...
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ken49283
- Nov 8, 2022
- 13 min
Be a High Performance Sales Superstar, Overcome Call Reluctance and Win the Game!
I can still remember that first day at my new sales job with a major telecommunications company. It was a time when land lines ruled the...
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ken49283
- Oct 23, 2022
- 5 min
High Performance Sales and understanding the Importance of managing your energy, not your time.
Back in the 80's and 90's corporate executives were often judged by the hours they kept. Many sales professionals who were striving for...
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ken49283
- Oct 7, 2022
- 8 min
Successful Goal Setting, Walt Disney and why Stretch Goals are a bad idea
As we move into the 4th quarter of the year it is time to start thinking about setting goals for 2023. For high performance sales...
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ken49283
- Sep 30, 2022
- 6 min
Tell Me Your Name Again. Active Listening and High Performance Sales
Recently I attended a networking event and as people were introducing themselves, I heard the usual disclaimer of people saying "I won't...
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ken49283
- Aug 28, 2022
- 5 min
Would You Like Fries With That?
Understanding The Difference Between an Upsell and a Cross-sell and How Utilizing These Strategies Can Make You More Money, Improve your...
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