Blogs

By: Bill Rust
Mon, October 31st 2011

Does it ever seem as if you and your customer are speaking two different languages? A foundation of the Ninety Five 5 Sales Success System is the principle of "No Guessing!"We need to have a mutual understanding of the key words and phrases our customers use so we can be sure that we are not guessing about the nature of the opportunity, their ability and willingness to commit resources, how they will make a decision and the value a solution that truly meets their needs would […]

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S3    
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By: Craig McQueen
Fri, October 28th 2011

The leaves are changing colors here in Canada and many are already falling to make room for new growth next spring. It brings to mind the reality that from time to time we must also shed something in order for us to grow. Too often, however, many of us try to grow by adding things -- and there is just so much we can carry.So today think of what you can remove to make room for growth. Anything come to mind?

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Open Mic    
By: Joe Thomas
Wed, October 26th 2011

Often artists employ the use of a "model" to create, in their art form, what the model is in reality.  We can do the same!We have many options when choosing a model.  Literally anyone or anything can model for us.  Look around… what can you see that  just might inspire you to create, to mold, to shape, to paint… to change?Selling is ART… AND Selling is Science.  There are many sales "science& […]

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Tags:
intent   price   Move Off the Solution   yellow lights    
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Win   Flow    
By: Bill Rust
Mon, October 24th 2011

Because solutions have no inherent value and only derive value from the problems they solve and the results they create, we need to understand the business issues our customers face. Mastering a skill we call "Move Off the Solution" can help you to engage your customers in meaningful dialogues where you are able to mutually explore their needs. When you invite the customer to move off the solution, they may push back and say something similar to: "You're th […]

By: Craig McQueen
Fri, October 21st 2011

One of the books that had a big impact on me in my software development career was Jim McCarthy's "Dynamics of Software Development." In it he lists a number of rules for delivering great software, many of which focus on the importance of the human elements of software development.McCarthy's Rule No. 4 is "Don't Flip The Bozo Bit." A "bit" in computer terms is either TRUE or FALSE -- and that's it. There are no shades of gray. McCarthy& […]

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Leadership/Coaching    
By: Joe Thomas
Wed, October 19th 2011

Often we talk to (or are sent to talk to) those who we sound like… those who speak "our language."  Why?  It's easier. More comfortable. And because we're fluent in that particular area, it is assumed that those people will understand us and know what to do with us.We often avoid (or are NOT sent to) those who we DON'T sound like, who speak "another language."  Why? It's harder. Less comfortable. And due to […]

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Tags:
communication plan   PLAYER MAP    
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Win   Flow    
By: Bill Rust
Mon, October 17th 2011

"Diagnose before you prescribe" is a common phrase that is well known to salespeople involved in complex sales.  Experienced sales professionals follow the process intuitively.  An important shift has been occurring in the marketplace: As customers are becoming increasingly sophisticated and increasingly aware that they have a wide array of choices on who they deal with, they are looking for thought leadership from salespeople.   Salespeopl […]

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Move Off the Solution   S3    
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By: Craig McQueen
Fri, October 14th 2011

One of the key skills we advocate at Ninety Five 5 is Moving Off the Solution. Acquiring this skill enables us to open a conversation with a customer to truly understand their needs.When a customer asks for information about a solution, this technique allows us to slow down, and switch the conversation to inquiry mode in a courteous fashion such that we have a true understanding of the customer’s needs.Move Off the Solution can have a tremendous positive impact on our custome […]

BRADENTON, Fla. (Oct. 13, 2011) Ninety Five 5, a global sales transformation and integration company, today announced its 100 percent annual revenue growth for the third consecutive year. The company has expanded its team to support this growth with the addition of David Moore, Partner and Vice President Sales and Marketing; Denise Daly, Senior Account Executive and Jeff Stott, Facilitator."The roles of marketing, sales and coaching are critical to Ninety Five 5 as we continue to […]

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News    
By: Joe Thomas
Wed, October 12th 2011

I often share quotations from my collection around this topic and… way, way more often I ponder them and draw inspiration from them.Winners inspire me!Success is now and always will be defined as having risen one more time than having fallen or been knocked down.A few quotations and lines from my collection:"So stick to the fight when you're hardest hit. It's when things seem worst that you must not quit." -- Author unknown."'Get up,'&quo […]

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Tags:
Call Plan    
Categories:
Flow   Win