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Leading Sales Teams Through a Crisis

These days, it can feel like all we talk about and all we hear about is COVID-19, the “new normal,” and how all of our lives are rapidly changing. It can be easy to get lost in the worry and fear. Instead, I have been taking the same approach that I use in my sales process: be authentic; be confident; stay positive; and always remember that, no matter how bad it seems, this too shall pass. Below are some of the steps we’ve taken to move forward amidst the chaos.

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Don’t Stop Generating Revenue During a Crisis

COVID-19 created a world-wide crisis and is negatively impacting many businesses. It’s important we don’t stop working during this time, but rather, keep our revenue engines running. When the crisis slows or ends, you don’t want to have an empty pipeline. It will take time to rebuild the revenue flow and it will create a larger revenue gap for the companies who stop investing in pipeline building activities. The companies that continue to sell and market during this crisis will likely avoid potential fatal gaps in cash flow throughout the end of the year.

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How to Plan a Long Term Content Strategy

What is Content Marketing? First, let’s start with the basics: What is content? Content is the information you’re trying to deliver to your visitors, leads, customers, and promoters. There are many different ways you can deliver content…

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How to Easily Become Happier About the Decisions You Make

Are you happy with the decisions you own? It’s the number one complaint I get when someone is dissatisfied at work. Ever thought you owned a decision and then found out you didn’t? – Do you get stuck in a never-ending cycle of deciding and un-deciding? Do you have peers who think they own decisions that you actually own?

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How to Increase Your Performance, Pace, and Progress

At Xbox, my boss Don Mattrick used to ask this question every time we met: “Val, did you make more than a week’s progress last week?” He would want to know what he could do to speed up how I delivered my goals, what was in the way that he could help move, whether there was anything at risk of not being completed on time, and what else I needed to do to improve the probability of success.

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How to Immediately Increase Your Free Time and Energy

I’ve just finished a virtual session with 23 brilliant senior executives from around the world. It was a delight to hear the impact they are having in their communities and with their customers. As we were discussing what could further accelerate their business having even more impact, it occurred to me it is time for some recap Thoughtfully Ruthless advice as we approach back to school season…

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Advanced Questioning Skills: Mastering the 11 Types of Discovery Questions

In order to be a quota crusher, you have to know how to ask the right questions. Understanding your prospect’s problem better than the next salesperson (and making sure your prospect sees that you understand) will set you apart from the competition. To get there, you need to create an advanced, structured approach to questioning. I won’t sugarcoat it: This is extra work! When you become an advanced questioner, you’re going above and beyond what most salespeople are doing—but that’s exactly why you should be doing it.

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How to Find Your Perfect Executive Job in Unusual Times

Last week I joined a private executive group to share the myths and realities of what I am seeing in executive teams around the world. Here are three I shared: MYTH 1: – No-one is hiring CEOs or Executive team members right now. MYTH 2: – It is impossible to be interviewed without meeting in person. MYTH 3: – It is the wrong time to reconnect with your network because of life/the world/the pandemic / economic challenges

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Have a Healthier Relationship with Social Media

Social media can be a beautiful tool. It’s full of inspiration, knowledge, celebrations, and ways to connect with new and old friends. On the flip side, since it’s so ingrained in our lives it can also have some negative stress-inducing effects. These are some tips I am trying to keep in mind so that I can get all of the good out of social media and leave all of the negativity behind. (okay, maybe not all of it, but I can sure try.)

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5 Ways to Become a Motivated Person

Personally, I have a lot of areas for improvement in many things I do. One thing I find I do well, however, is maintain my daily motivation. From being intentional about avoiding burnout to finding new sources of inspiration, today we will dive into 5 tips that help me maintain my motivation so that you too can wake up every day excited for the tasks ahead!

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