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Finishing Strong
It's the final lap. You've lived through the year and now
see the final hurdle, the December closing and
quarter wrap-up. Just when you're ready to ease it on
in, your better self prepares for the final kick. But is
there anything special one can do at this point?
Yes, there are 3 keys to finishing strong:
- Set Your Sight on the Prize
Never lose sight of your goal and objectives (even if
they were reset). Your sales goal/quota/target should
be clearly etched in your
brain/whiteboard/forecast.
- Sprint to the Finish
Winners give it an extra kick at the end to outrun
competitors. If you know your sales activity patterns
(read Rule #15), you ratchet it up these final weeks
and don't let up the pace until year end.
- Never Give Up
Famous words by Winston Churchill, and other
winners who didn't quit. Even in the face of tough
circumstances, sales pros don't cave, they suck it up,
make no excuses and find a way to get it done.
You've run the good race but now's the time to
press onward to the goal set before you. Have a great
and strong finish.
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Propose Like a Pro |
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Rule #40: Propose Like a Pro (book excerpt)
...As a rule, I always go to the top producing reps
and ask them for their two versions of proposals and
at least two versions of their email cover notes. Every
good rep has a least two versions, a short and long
version that they have cobbled together over time.... I
will always find one that has it nailed; that is, they have
captured and honed the optimized short and long
versions....I then work to institutionalize these
versions and find out from marketing or sales
leadership where we went astray...
There are four key points to understand in
proposing to customers...
Excerpt from Mike Griego's new book
42 Rules to Increase Sales Effectiveness.
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4 Keys to Effective Pitch |
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Get the Download
Michael Griego, MXL's founder/president was the
featured speaker in a webinar sponsored by
Citrix GoToMeeting and
Sales & Marketing Management
Magazine.
The topic was 4 Keys to an Effective Sales
Pitch. Click the link to download the
presentation. This webinar covered the following:
- Common mistakes by rookie and veteran
salespeople
- 4 key components of an effective sales
introduction
- Adapting a strong value proposition to various
sales communications
This webinar had over 2000 registered attendees.
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Sales Man Talking |
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Upcoming Speaking Events
I spoke last week at a bay area careers/jobs group
meeting about how sales is related to job hunting.
When one considers the targeting, positioning,
process, plan, activities, pitch and mindset, there's
much that aligns these seemingly disparate functions.
Other upcoming speaking events are as follows:
Silicon Valley Business
Meetup December 16th @ 6:30pm-7:30pm,
Cupertino, CA. $20 registration includes signed book
by Michael Griego, 42 Rules to Increase Sales
Effectiveness
eWomanNetwork Luncheon
January 21st @ 10:30am - 1:30pm, Biltmore Hotel,
Santa Clara, CA. $55 registration.
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Griego on Classical Guitar |
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Christmas on Classical Guitar
Just in time for the holidays,
Michael Griego
has
released
Classical Christmas, a
classical/flamenco
guitar CD.
Taking a break from his sales consulting/training day
job, MXL Partners' Griego has produced and
released a collection
of traditional Christmas classics on classical guitar.
This new CD is now available on Amazon.com
and
CD
Baby.
Have a merry
Classical
Christmas!
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Muhammad Ali Quote |
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Counting Days
"Don't count the days, make the days count." -
Muhammad Ali
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