How Salespeople Must Run Stop Signs and Red Lights - Legally

Posted by Dave Kurlan on Tue, Sep 05, 2017 @ 09:09 AM

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Image Copyright iStock Photos

There is one simple thing you can do each day that will dramatically improve your sales effectiveness.

But you don't think it's possible to do what the title says, do you?

Well, it is not only possible, it's crucial - and not only that you do it, but that you do it often and start doing it today.

Okay, so maybe I'm not talking about driving a car.  Maybe the stop signs and red lights I'm talking about are in your head.  But that doesn't make them any less real.  As a matter of fact, you probably stop at more signs each day because of what you think, than you ever encounter when you're behind the wheel.

I'll explain.

About five weeks ago my wife and I watched a movie called What the Health.  The movie scared her into becoming Vegan and convinced me to try it too.  The thought of me and a plant based diet was terrifying!  But I agreed to do it for two weeks and for those two weeks I pushed through.  It wasn't awful but I simply didn't enjoy a lot of the food I was eating.  That was one part.  The other part is that I lost 10 pounds, I had more energy and I felt better.

In other words, I ignored all of the self-limiting talk in my head:

  • It's gonna taste like crap.
  • I'll gag.
  • I won't be able to eat it.
  • I'll throw up.
  • I'll hate it.
  • I won't be able to do it for more than one meal.
  • I won't be getting any real nutrition.
  • Real men don't live on plants.
  • I can't live without ice cream!
  • I should be able to eat organic or grass fed - this isn't fair.

Yes, I ignored all of the stop signs and red lights and good things happened!

It is exactly the same in sales.

If you would simply ignore all of the self-limiting talk in your head:

  • They won't answer the phone
  • They won't want to speak with me
  • They'll be upset if I interrupt
  • I can't ask too many questions
  • I can't push back
  • I have to talk about the company and the product
  • I must provide a quote or proposal
  • I need them to like me
  • It's OK if they think it over
  • I need to sound like I know what I'm talking about
  • It's OK if they talk with my competitors
  • I need to have the best price in order to win the busine
  • I can't call on the final decision maker
  • I need to begin with purchasing

Of course that isn't the complete list - there are 50 more like that - but you get the point.  What would happen if you ignored all of the self-limiting noise in your head and pushed through like I did with food? 

Good things would happen.

Would that be so bad?

Topics: Dave Kurlan, sales excellence, self-limiting sales beliefs, sales effectiveness

How Executives Fail to Understand the Reasons for Poor Sales and Revenue Performance

Posted by Dave Kurlan on Fri, Aug 11, 2017 @ 09:08 AM

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"That wasn't what I expected!"  

You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to what you remembered feeling when turning the pages.

You might also feel let down after leaving a great, but expensive restaurant, but the meal, service or ambiance was quite different from what you had imagined when you heard about the business.

And from experience, I can tell you that once in a blue moon, after we evaluate a sales force and present our findings, a rare CEO can become defensive and react poorly to the results.  When it happens, it's usually a sign that the CEO is out of touch with the sales force.  I'll share some of the things to which they sometimes react badly:

The top 5 findings that a CEO might react poorly to are:

  1. An executive sales leader appears to be weak on OMG's Sales Leadership Evaluation.  The CEO might say, "Well, the only reason we landed that multi-million dollar contract with that billion dollar company is because of Bob.  He sold it himself.  So how do you explain that?" 

    The CEO didn't recognize that the company took a great major account salesperson, place him in the Sales VP role, and instead of leading the sales force and functioning as a Sales VP should, he still wants to be the rainmaker and the star of the show. That definitely makes him a weak Sales VP!

  2. The entire sales team is weak.  The CEO might say, "Then how do you explain our double digit growth over the last 5 years?"  

    The CEO doesn't recognize that the company's success has more to do with great marketing and desirable products than the salespeople who represent them because their salespeople just plain suck!  This is an example of Mediocrity winning out over excellence. If the company grew at double digit rates with this group, then they would be growing by leaps and bounds with stronger salespeople!  

  3. The salespeople have issues around the Will to Sell.  Many of the salespeople lack the kind of commitment to sales success that is required to get to the next level.  The CEO might say, "I can't understand how that can possibly be and I certainly don't know how to fix it."  

    The problem is that the company was hiring the wrong salespeople, focusing on technical skills instead of sales core competencies and in doing so, created a culture of complacency.

  4. With the proper training and coaching, the existing sales force can generate 75% more revenue but it will take 24 months.  The CEO might say, "That's a considerable increase.  I don't believe that's possible.  Why is it so large and why will it take so long?"  

    The problem is that the existing sales force is so weak that they are leaving letting large numbers of opportunities slip through their fingers without any ability to capture it.  It will take 24 months because the gaps are so wide and deep and there is a lengthy sales cycle.

  5. Some of the top account managers evaluated as weak salespeople.  The CEO might say, "They are the top 3 salespeople so they can't be that weak!"  

    The problem is that those 3 account managers manage more revenue than anyone else and they're extremely important to your success.  However, they aren't your top 3 salespeople and we can prove it.  If you took their existing accounts away - which they probably inherited and didn't close themselves -  and asked them to build a pipeline, close some new accounts and generate new business, they would fail in dramatic fashion.

Our eyes can be wide open yet still fail to see what we don't want to see.  When expectations aren't met it causes the three D's - discomfort, disappointment and disaster.  Sometimes you can't see the reality of your own sales force until you have the actual data and use it to look at your people, systems, processes and strategies through a different lens.  Companies that fight the data don't change.  Companies that are afraid of the data remain clueless.  And companies that embrace the data grow by leaps and bounds.

The sales force evaluation is the most important and powerful thing you can implement at your company.  It leads to better decisions, changes based on science instead of hunches, and improvements based on necessity instead of opportunity.

Topics: sales assessment, Dave Kurlan, sales force evaluation, sales effectiveness, Drive Revenue

Great, Previously Unread Sales Research Uncovered

Posted by Dave Kurlan on Wed, Aug 02, 2017 @ 10:08 AM

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Today I'm bringing you some insightful information that was not widely read when it was published back in 2014.  Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research.  The 19 page article, by Kumar, Sander and Leone, was much more intelligent than anything I have ever written or developed. They used vocabulary that I had to look up!  It was so intelligent, that after my third attempt to read it, I still can't figure out what they are saying.  I'm not smart enough.  Anyway, even if you don't attempt to read this article, you need to click on the link and skim the pages just to see how unreadable and math-based it is.  So who are these authors?

Kumar (VK) is the Chang Jiang Scholar (HUST), Richard and Susan Lenny Distinguished Chair & Professor of Marketing, and Executive Director.

Sarang Sunder is a doctoral student in Marketing, Center for Excellence in Brandand Customer Management, J. Mack Robinson College of Business, Georgia State University.

Robert P. Leone is the J. Vaughn and Evelyne H. Wilson Chair and Professor of Marketing, Neeley School of Business, Texas Christian University.

On the ninth page of the article they begin the section on methodology with this paragraph:

"We estimate a latent class model to account for the unobserved heterogeneity. We also account for the potential endogeneity problem that arises due to the opt-in nature of the training interventions using an instrumental variable approach. Next, we describe the details of the model specification and its estimation."

That was the only paragraph in the entire article that I came close to understanding.  To me, it looks more like a document on physics!

They claimed that nobody had ever looked into a methodology for evaluating sales forces until their foray into this area, so they couldn't have looked very hard.  A google search on sales force evaluation turns up 1.8 million results and OMG and/or Dave Kurlan occupies most of the top 10 spots.

At the risk of offending these three scholarly writers, what do they know about sales and salespeople?  Their article studies one large company with around 500 salespeople and they attempt to determine a salesperson's future value to a company.  In their work evaluating the sales force, they don't measure any of the 21 Sales Core Competencies.  As a matter of fact, it appears they aren't even aware of the Core Competencies of Selling.  They paid more attention to CLV (Customer Lifetime Value) than any selling competencies that this sales force might have possessed.  If you take a peek, you might conclude the same thing that I did. which, Their model is based more on historical buying patterns of existing customers, retention, and application of those findings to potential new customers. Then they consider the impact of incentives and training. In other words, this isn't even about the salespeople - it's about the customers and whether salesperson incentives and training will cause current and future customers to purchase more.

On the other hand, Objective Management Group (OMG) has a proven process for conducting a thorough sales force evaluation that focuses on the people, strategies, systems and processes of the sales force.  We can accurately predict how much additional revenue your group can bring in after correcting gaps and flaws.  We can identify which salespeople will perform more effectively.  We conduct a pipeline analysis, messaging analysis, and measure 21 Sales Core Competencies.  One of our analyses suggests the best role for each salesperson (when you have multiple roles). We can definitely answer nearly any question you have about your sales force and back it up with science! Check out a real sales force evaluation!

I thought I knew sales.  I've been studying what makes salespeople tick for 32 years and continue to learn and share more each day.  OMG has evaluated more than 1.1 million salespeople and with around 250 findings, we have 275,000,000 data points!

I thought I was pretty smart but I was wrong.  The authors of this article are way smarter than me.

Topics: Dave Kurlan, sales force evaluation, sales effectiveness

12 Reasons They Didn't Like You Enough to Buy From You

Posted by Dave Kurlan on Fri, Jul 28, 2017 @ 10:07 AM

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Image Copyright iStock

Everyone has had this happen...probably more than once.

You worked hard and smart, thought you did a great job, expected to win the business, but didn't.  Later, you learned that the prospect "Didn't really like your style."

It's not at all unusual, but it is almost always misinterpreted.  Salespeople tend to take this personally by internalizing the comment as, "They just didn't like me.  But why?"

What most salespeople fail to understand is that "style" is really code for something completely different.  I have listed 12 possibilities that style could really mean.  Think back to one of those situations and determine how many of these 12 could have been the real culprit:

  1. Relationship - it wasn't strong enough and you failed to connect.  In extreme cases this would be termed a personality conflict.
  2. Resistance - you were not effective enough at managing their level of resistance and it failed to drop.
  3. Accommodating - you were actually too accommodating and failed to gain their respect.  They saw you as a facilitator as opposed to an expert, a resource or an adviser.
  4. Value - the prospect failed to receive value from the time spent with you and considered you to be more of a vendor or supplier than a resource or adviser.
  5. Content - they did not like what you presented, suggested or recommended.  It wasn't what they wanted to hear.
  6. Listening - they didn't believe that you listened to them or to what they wanted.  You were too interested in following and achieving your own agenda.
  7. Authority - your statements lacked authority and you failed to establish credibility.  You were just like everyone else.
  8. Aggressive - they found you to be too confrontational, or obnoxious.
  9. Intellectual - you relied too much on facts, logic, and figures and failed to include anecdotal stories and examples.  You weren't engaging.
  10. Cultural - they have a defined culture, specific core values, and you didn't fit with their culture
  11. Flow - your meeting or call wasn't conversational, it lacked the give and take and back and forth associated with being a mutually authentic conversation.
  12. Expectations - they had certain expectations of you, your capabilities, your offering, the meeting or call, and you failed to meet those expectations.

Have you been guilty of any of these dozen?  If so, what can you do to improve?

Topics: Dave Kurlan, overcoming resistance, Closing Skills, sales effectiveness, lost a deal, beating the competition, personality conflict

Crucial Selling Take Aways from the 2017 Home Run Derby Lead to Sales Greatness

Posted by Dave Kurlan on Wed, Jul 12, 2017 @ 09:07 AM

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Did you watch the Home Run Derby on Monday night?  I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched.  Wow, what a show!  Of course, my mind always looks for a correlation to selling and there are some good ones here.  

The sales equivalent to the Home Run Derby wouldn't really work - buyers lining up to place orders with the greatest salespeople on the planet.  That's stupid.  But there's another way to correlate the derby to selling greatness and that is in the area of preparation.  Consider this:

I did some research and found that MLB hitters take as many as 500 swings per day - and they are already among the 750 greatest baseball players in the world.  Resource. What would that look like if we compared it to selling preparation?  Let's consider the following:

  • Each "at bat" (AB) is equal to a sales phone call or sales meeting.
  • Each "dry swing" is equal to a mental review of an upcoming conversation.
  • Each session of batting practice or cage work is equal to a role-play.
  • A swing takes about 3 seconds, so 500 swings is equal to a 25-minute role play.

What if you aren't already one of the greatest salespeople but want to become one?  This article tells the story of a 45-year-old writer with nothing but Little League experience.  He embarked on a quest to become a home run hitter and in doing so it took:

  • 100 swings per day
  • 15 months
  • 28 broken bats
  • a total of 38,400 swings

The key ingredient here is practice and in the area of practice, role playing.   Most salespeople not only hate to practice (read role-playing), but don’t believe it is necessary.  But it's crucial to practice every possible scenario that could come up so that we are completely prepared - for anything. How many salespeople are so thoroughly prepared that it wouldn’t matter what their prospect said, did, or asked and the competition would be irrelevant?

"The only difference between successful salespeople and the other 77% is that the successful salespeople actually do the very things they don't like doing."  

Here is a great movie clip from Hitch that demonstrates how difficult it is to role-play.

 

 

As Aaron Judge became the greatest home run hitter on the planet Monday night, it's important to understand how much practice and preparation was required to get there.  It has taken him his entire short lifetime!

If you want to become a great salesperson - one of the top 7% - then you need to put in the equivalent of your 500 swings every day and practice through role play.  Those who commit to this and make it all consuming will experience financial rewards and personal gratification that will make it all worthwhile.

If you like the baseball/sales analogy, there is none better than the one found in the best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.  

Topics: Dave Kurlan, Baseline Selling, Sales Coaching, role play, sales effectiveness, aaron Judge, HR Derby

30 Interesting Non-Selling Subjects to Make You Better at Selling

Posted by Dave Kurlan on Wed, Jul 05, 2017 @ 11:07 AM

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I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England.  He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused.  I said, "You didn't play baseball growing up - how were you able to teach him?"  

He said, "When I was in school, we may not have played baseball, but we did have to practice throwing grenades and it's exactly the same motion!"

Who knew?

And he didn't know at the time that practicing grenades would prepare him for something completely different years later.

The same goes for sales.  There are so many subjects, all unrelated to selling, that can make salespeople more effective.

I've written about many of these subjects before.  Don't click on all of them though.  Find 3 that interest you and read only those.  Then leave a comment below on how that could help you.

Intentions and Affirmations

Driving

The Nutcracker

Baseball Practice

George Carlin

Faith

Shoes

Basketball Practice

Military General

Coyotes

Preppers

March Madness

School of Rock

Presidential Debate

The Martian

Jack Reacher

Whiplash

Chris Cagle 

Punishing Ballplayers 

Music

The Mac OS Beachball of Death

Bad Guys

Engelbert Humperdink

Superbowl 49

Blizzard of 2015

Earthquakes

Politics

Band of Brothers

Soup

Baseball

Topics: Dave Kurlan, sales tips, sales effectiveness

Phone Prospecting - the Key to Scheduling Meetings

Posted by Dave Kurlan on Tue, May 23, 2017 @ 17:05 PM

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Cold calling is dead.  Not.

Cold calling doesn't work.  Untrue.

Cold calling is a waste of time.  True if you suck at it.  False if you're good at it.  

Even if you are following up on inbound leads your follow up call will be cold.  They don't know you and you don't know them.  Cold.

Back in the 20th century, when I first started cold calling, I hated it so much that I vowed to become so good at it that I could reach my new appointment goal in an hour instead of the 6 hours it was taking each day. It's about being effective, not dialing your brains out!

Today, a salesperson left a voicemail message and he didn't sound bad; but his strategy and script were awful.  Listen to the message below and try to identify what was wrong.  Then watch the video below to hear me talk getting your prospects to pay attention and engage with you on the phone.

Listen to the voicemail.

 

If you took the quiz then you know the right answers, right?

So why do salespeople have such a difficult time on the phone?

In addition to poor strategy, their scripts are awful, they usually sound awful, they fail to get their prospects' attention and rarely, if ever, get their prospects engaged.

Watch this video to get a better sense for what I mean.

 

Latest News -

Kurlan & Associates was named again in the 2017 Selling Power list of the Top 20 Sales Training Companies.

The Salesman Podcast, with host Will Barron, just released this interviewwith me talking about Excuse Making.

 

Topics: Dave Kurlan, cold calling, sales effectiveness

The Fastest and Easiest Way to Reach Sales Greatness

Posted by Dave Kurlan on Tue, Jan 17, 2017 @ 06:01 AM

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One of the things I hear an awful lot is, "Dave, how do you write so many articles?"

1,600 articles in 10 years equates to an average of about 3 articles each of the 48 weeks that I work.  The secret behind that kind of prolific writing can actually help you too - to find and close more business, sell more consultatively, qualify more thoroughly, and earn more money.  Would you like to know what that secret is?  I'll share it below.

Back in the 1980's I wasn't writing sales books and articles, but I was writing songs.  And you probably won't be surprised to learn that I had a new song in my head just about every week.  They came non stop - just like the sales and sales management articles have flowed steadily for the past 10 years.  

The secret is very simple.  32 years ago I announced to the universe that I was a sales trainer.  31 years ago I similarly announced that I was a song writer.  27 years ago I announced that I was an expert in sales assessments. 10 years ago I announced to the universe that I was an author and a Blogger.

I didn't make any of that stuff up because I was very qualified in all three areas.  The big difference was my conscious affirmation to the universe.  After the announcements were made, I had no shortage of sales training and sales assessment innovations, as well as poems and melodies to accompany them.  

So how can you use this concept to become a better hunter, closer, qualifier and consultative seller?

It's really simple.

Start letting the universe know that "I'm a hunter!"  "I'm a closer!"  "I sell consultatively."  And, "I am a very thorough qualifier."

"Of course, you can't simply announce your intentions and then wait for something to happen (like "The Secret" suggests).  You must put forth the effort and the time - when you are selling and when you are improving your skills."

After you begin repeating these affirmations, you will not only begin improving in these areas, but you will be guided to the tools, resources, mentors, coaches and trainers that can help you improve in these areas.

Topics: Dave Kurlan, sales effectiveness, sales efficiency, sales greatness

How Learning to Drive Can Help You Achieve Sales Mastery

Posted by Dave Kurlan on Mon, Jan 09, 2017 @ 06:01 AM

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Image Copyright 123RF Stock Photo

I was on the phone with a client who spent some time telling me about how he follows the sales process, prepares the questions he wants to ask, makes sure he remembers to thoroughly qualify, prepares and plans his presentations and considers all of the possible objections he may encounter along the way.

That's all well and good - but it's too complicated.  It's much more like driving a car.  Let me explain:

When you learned to drive a car, you had to think about safety, where your two hands were to be placed on the wheel, where your feet can find the accelerator and break pedals, when to use your directionals, how to use the rear and side mirrors, when to turn use your high beams, the rules of the road, and if it was standard transmission, how and when to shift and use the clutch.  And that was before you actually drove anywhere!

Of course today, you don't give any of that a thought.  You didn't forget it. You learned it, internalized it, embraced it, and finally mastered it.  Mastery is the art of not having to think about what you are doing.  Most drivers can listen to the radio, carry on a conversation and navigate to their destination without giving a single thought as to how to drive the car.  Selling is the same.

At some point, salespeople are presented with the company's sales process, its stages, and the milestones of each stage.  If they are receiving effective sales training, they will also be trained on the methodology or conversation required to seamlessly move from milestone to milestone, along with the strategies and tactics to ask questions, build a case and get people to buy from them.   It's the same as when you learned how to drive and first sat in the driver's seat of your parents' car.  You were required to take professional driving lessons, drove your parents around in between lessons, and eventually (most of you) mastered driving a car.  Some people taking driving a bit further and go on to become professional drivers, including the best on the planet - NASCAR drivers.

Salespeople must go through the same process, including the professional instruction, practice and desire to be the best on the planet.  Most salespeople skip the parts in between learning (initial training) and mastery (effective selling) - internalizing and embracing - the two things that must occur prior to mastery.  The only way to get from learning to mastery is to practice!  Role play!  For more on role playing, see this article.

Topics: Dave Kurlan, sales mastery, sales effectiveness

10 [More] Tips to Help You Sell More and Get More Done Than Anyone Else Part 2

Posted by Dave Kurlan on Thu, Jan 05, 2017 @ 06:01 AM

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To start the year off I posted My Top 10 Tips to Help you Sell More and Get More Done Than Anyone Else. I received so many thank you notes and emails expressing appreciation for that post that I decided to share 10 more tips for those who have the capacity to become even more efficient.

1.  Browser Bookmarks - I use the Chrome browser but I believe you can do this with IE and Safari as well.  There are approximately 300 websites that I visit. Some, like Membrain, Google Sheets, LinkedIn and online Banking are opened multiple times each day, while I might visit other sites once per quarter.  Most of the sites are applications and tools for the business but some, like restaurant menu pages, simply give me quick access to what I need.  I use a bookmarking system that saves me a tremendous amount of time.  I have 8 folders on the bookmark bar of the browser.  They include:

  1. Most Used
  2. Email/Access
  3. Business
  4. Health/Fitness
  5. T & E
  6. Web Tools
  7. Servers/Content
  8. Audio/Video/Presentation Tools

Each of those folders has shortcuts and/or additional folders that contain shortcuts to the pages I frequent.  For example, this screen shot shows my Most Used Folder where you can see 6 additional folders, with shortcuts.  Cash and Checking has 6 shortcuts, Blog has 9, OMG has 15, DKA has 19, Google has 5 and Wunderlist has 2.

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My homegrown bookmarking system saves me huge amounts of time. I know exactly where to click to get instant access to the pages.

2. LastPass - You can save even more time if you don't have to log in to the sites you visit!  LastPass, a Chrome Extension, not only saves the user names and passwords for all of your sites, but it will also log you in automatically!  Nothing to type, nothing to click!

3. Adobe Echo Sign - If you need to get contracts signed, there are a number of applications available for doing that and I have found advantages to doing just that.  First, people tend to quickly sign electronic documents while PDF's attached to emails must first be printed, reviewed, signed, scanned, and resent. Sometimes those get forwarded to legal departments where they get lost. The work involved in getting a PDF signed, compared to the relative simplicity of getting a document signed electronically, is profound.  If it's from Adobe, the email message is far less likely to be deleted than one from other online document signing applications and Adobe Sign reminds people to sign if they haven't gotten around to it so it's fast, easy and brainless.

4. iMacros - If you need to do something online - and repeat it often - then iMacros, another Chrome extension, is your solution.  In my case, I regularly score certification tests taken by OMG Partners and their employees.  The scoring process involves navigating to Survey Monkey, logging in, going to the survey that holds the answers, browsing to the most recent submission, opening ToutApp, and loading the Certification email template.  IMacros automates all of those steps so that I only have to select Certification from the iMacros menu and the application does all of the clicking for me until both of those pages are displayed on my browser.

5. TextExpander - Are there words, phrases and sentences that you frequently type?  As I mentioned in part 1, I often type, "Would you mind using this link to my calendar to find and schedule a mutually convenient time for us to talk/meet?"  With TextExpander, I simply type ";cal" and the application types that question into the email for me!  Think about all of the typing you can save with this application!  Click the image below to watch this 10-second video demonstration.

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6. Reachable - Have you ever wasted time attempting to determine the best way to connect to someone on LinkedIn?  Like, who knows that person or who might know them the best?  Reachable leverages your social media connections and does that for you in seconds!

7. Cloud Servers - I don't save anything "on" my computer's hard drive anymore because I need to access my files from whatever device I am using - desktop, laptop, iPhone, iPad or somebody else's device.  Cloud servers allow you to do that - quickly and easily.  I use Dropbox because the Dropbox folder appears in the file menu of my computers where I am most likely to access those files and the files are synced between my computers.

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8. Toofr - Have you ever wasted time trying to find somebody's email address?  Toofr actually accomlishes that for you!

9. Jabra Pro - Do you receive as many calls on your cell phone as you do on your office phone but prefer to use a headset?  I use the Jabra Pro bluetooth headset which connects to your desk phone, cell phone and if you want, your computer so that you can talk to Siri or dictate a Google search - all via Bluetooth.  One headset - three sources.  It switches seamlessly between the 3 devices so that you can simply get stuff done!

10. Snagit - Do you ever need a picture, screen shot or a video of your screen?  Snagit does that with ease.  The video of me using TextExpander was created in seconds with Snagit

 I hope these additional 10 time-saving tips to help you sell more and get more done than anyone else were helpful.  If you have any tips that help you sell more, please add them to the comments.  Part 3 in the series has 7 more tips.

Topics: Dave Kurlan, sales effectiveness, sales productivity, sales efficiency

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned a medal for the Top Sales & Marketing Blog award for six consecutive years.  Dave's Blog earned a Bronze Medal in 2016 and this article earned a Bronze Medal for Top Sales Blog post in 2016. Read more about Dave.

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