acceleration image

I first wrote on these themes in December of 2018.  The ideas still hold true but what were emerging trends have now rapidly accelerated.  Digital networking and connecting and selling via various electronic media which were emerging concepts gaining acceptance a short while ago have now become every day realities. How often in the past…

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What If I Gave You 50 New Accounts - Blog Image for Shade's Mills Group

As I work with clients, over and over I hear their difficulty finding new customers and their desire for assistance with lead generation. As I have worked through this, I have had a realization. What if I gave them 20 new accounts? What if it is 50 new accounts? How about 100 new accounts? How…

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Anatomy of a Sales Manager - Blog Image for Shade's Mills Group

An organization’s sales manager is an extremely critical role.  It may be one of the most difficult jobs in an organization but it is often the one role where there is no training investment.  When there is a need for a sales manager, an attempt is made to promote the best sales representative.  Often the…

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The Evolution of B2B Sales - Blog Image for Shade's Mills Group

Now is the time to be thinking about your approach to sales!  The world is rapidly changing and amongst those changes are shifts in how business to business (B2B) customers are looking at salespeople.  I share some shocking statistics from a study published by Forrester Research: 60% of B2B Buyers prefer not to interact with…

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A Sales Pipeline Analogy - Blog Image for Shade's Mills Group

Having a sales pipeline should be a given for any sales representative and monitoring pipeline health should be an absolute for any sales manager.  It should be, but it seems it is not.  It reminds me of the old joke/adage, “the problem with common sense is that it is not that common!” I can still…

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Box of Donuts Selling is Over - Blog Image for Shade's Mills Group

Through years of working in business to business sales, many of these years as a sales representative and many out working with countless other sales representatives, I came across many sales representatives that considered themselves the relationship seller.  They were the route salesperson who would regularly check in with their customers, with ready access to…

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Why Don't Sales People Sell - Blog Image for Shade's Mills Group

It is strange how you gather a number of similar experiences and begin to sense a trend. For me, all of sudden I have encountered situations where sale representatives either do not like to sell or are not capable of selling! I will offer some thoughts but I would really like to receive some feedback…

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Your Next Move! Looking at Your Sales Department - Blog Image for Shade's Mills Group

The development of approaches around Business to Business (B2B) selling has continued to progress and has evolved in its concepts, strategies and practices. This sees closer alignment between sales and marketing with an emerging emphasis on content and digital marketing which in turn supports the shift from outbound to inbound selling.  Buyers are now very…

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A Thought Around LinkedIn - Blog Image for Shade's Mills Group

LinkedIn had long been viewed as a place to match up prospective employers and job seekers.  Perhaps that was once the case, but now it has also become a very active business community.  There are interest groups that match up like minded individuals in specific industries or on specific business topics. It has also become…

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I Have Been A Social Selling Target - Blog Image for Shade's Mills Group

I have grown fascinated by the shift to social selling, digital marketing and content marketing in the environment of Business to Business selling. One of the more active arenas for this activity seems to be LinkedIn.  Once a job seeking/recruiting platform, it is now very much a business knowledge and networking platform. I will readily…

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