Monthly Archives: September 2013

Sell More Without Doing More Selling – Scott’s Sales Yoga Thought for the Day

A while back I was asked by Donald, a CEO I advise, for my top best practice on increasing revenues generated by his sales team. I told him what I tell all my clients: the most effective way to sell more is by doing less selling. I could tell by his expression this was not …

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Mistakes Will Kill You

Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done. Have you ever mistakenly …

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What Will You Let In?

Transform how you sell with Sales Yoga-The Audio Workshop. Download a free sample. Scott’s new video book, The Avoidant Economy, is now available. The introduction and first chapter are free.

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Managing Conflict

Transform how you sell with Sales Yoga-The Audio Workshop. Download a free sample. Scott’s new video book, The Avoidant Economy, is now available. The introduction and first chapter are free.

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What Was the Question?

To Lead or Persuade, Master the Art and Science of Asking Effective Questions When you are in selling situations, do people from time to time ask you to repeat what you’ve just asked them? If the answer is yes, chances are you are using too many words. You are causing people to think too hard …

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Implement Strategic Direction with Three Simple Questions

Organizations often struggle to connect vision to action. I’ve seen it many times in my advising and consulting work. Regularly, organizations take their entire leadership team off to a beautiful, inspiring place—a ski resort in Utah or beachside in the Bahamas—and they spend days or a week coming up with a great strategy. Then when …

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Presence is More Important Than Preparation—Scott’s Sales Yoga Thought for the Day

Preparation in selling is often overdone or overrated. Surprised? If too much emphasis is put on preparation, salespeople focus more on what they have planned instead of what actually happens in the meeting with a buyer. Today, I watched a sales veteran I work with conduct a masterful sales meeting. Alex’s mastery had nothing to …

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If You’re Lonely at the Top, It’s Your Own Darn Fault

Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done. Like most people, I …

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What Sucks?

Transform how you sell with Sales Yoga-The Audio Workshop. Download a free sample. Scott’s new video book, The Avoidant Economy, is now available. The introduction and first chapter are free.

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