Nancy Bleeke

Sales and Service: 7 Steps for Positive Customer Interaction

During every customer interaction, whether it’s three minutes or an hour, you leave something behind…a person who is either better or worse off than before their contact with you. To build customer loyalty we need to leave each person better. Here are... Read >

Focus on the WIIFT for a Powerful Presentation

A while back I had the opportunity to work for nearly two days with the best-of-the-best sales pros in a client company. We spent our time together focused on taking their game up another notch with a workshop titled “Powerful Presentations." One thing I ... Read >

Increasing Sales and Productivity: Action and Fundamentals

We recently surveyed dozens of sales managers about tools and solutions they use to help their sales teams be more productive and successful in selling. When I analyzed these expert sales managers’ feedback, the key ingredient or “secret" to high sales pr... Read >

5 Skills Critical to a Sales Professional’s Success in Today’s economy: Equipping Your Team

It might seem like it’s a different sales world out there today. You’re probably being asked to drive results from a sales team that is possibly feeling beat up. Customers are seeking more concessions than ever before, and you are being asked to produce t... Read >

Maintain Your Relationships: It Doesn’t Pay to Play Hide ‘N Seek in Today’s Economy

Remember the thrill of hide 'n seek? Finding the perfect place to hide out until "all was clear" and someone else was found so you could win the game? Unfortunately, some sales professionals are using the current economy as a reason to hide out until the ... Read >

Goals are Dreams with Deadlines: How Goal Clarity Will Get You Where You Want

Recently, many of my “students" have told me they CAN’T set goals because everything is changing and they aren’t sure what tomorrow holds. Changing economies is exactly WHY we should set goals! To start thinking about goals, reflect for a moment on t... Read >

Stepping Beyond Consultative Sales

Collaborative or consultative selling. What’s the difference? Aren’t they interchangeable terms? Not really. Collaboration is a step beyond traditional consultative selling. And an opportunity to sell more WITH your buyers. Consultative selling is a te... Read >

Expand Your Precious Time with Sales Meetings

Time. Such a fleeting thing for most of us. Busy sales managers are on a merry-go-round as they try to keep up with long To Do lists, fewer resources and constantly changing economies, technology and processes. We can’t add a 25th hour in our day, so the ... Read >

How to Make “Time” for Timely Sales Meetings

The benefits of sales meetings and consistent and timely connections outside the front line include improvement readiness, recharging, repeatability and retention. If these benefits are important, then how do you ensure your meetings are timely? There... Read >

More Timely Tips for Unlocking Great Sales in Today’s Tough Economy

We all know selling in a tough economy can be challenging, but there ARE things you can do to ensure you prosper during these trying times. Here are five more tips for actions you can take to help unlock the potential of your sales activities over the nex... Read >

Timely Tips for Unlocking Great Sales in Today’s Tough Economy

Whether it’s the first of the week, the first of the month or the first of the year, it’s a new beginning! And we don't have to let the economy dictate OUR success. Selling in a tough economy seems more challenging, doesn’t it? And yet many people are not... Read >

Motivate Your Sales Team with Regularly Scheduled Meetings

Picture this: A group of sales reps are heading down the hall to the conference room for a meeting with their manager. They are definitely taking their time getting there. They stop for coffee, peek at their Blackberrys and seem to be pondering something ... Read >

The Give and Take of Business: 3 Lessons on the Reciprocity of Referrals

Want to grow your business in a tough economy? Use the power of reciprocity when asking for referrals from existing customers to grow your sales. Reciprocity is defined as a “mutual exchange" - the give and take of life. In a slow economy it can be yo... Read >

Success in Sales: 5 Success Factors that Matter

What does it take to be successful in sales? There’s no easy answer because the list is long. It’s one of the great debates in the sales community - WHAT does it take to be successful in sales? One indication of the debate is the response to a recent ... Read >

Proper Preparation Prevents Poor Performance: Tips & Tools to Increase Productivity

Prior proper planning prevents poor performance. It may be a tongue twister, but it’s important to remember that our productivity is greatly increased when we make the time to prepare. Notice I didn’t say “find" time. (Though, wouldn’t that be great to pi... Read >