Deborah Ellenberg @DebEllenberg

'Every day you wake up and have a second chance to do whatever you want, to be whoever you want. The only thing stopping you is you.' - Maya (Second Act) moviequotesandmore.com/second-act-bes… via @MovieQuotesMore

ROUTE 581 CRASH UPDATE: State Police have confirmed that over 70 vehicles have been involved in the pile-up on Route 581 east in Cumberland County. detours are in place. Reports of many non-life-threatening injuries at this time trib.al/9Gc053G

On a scale of one to ten, how do your rate your level of curiosity? High-performing salespeople don’t assume, they ask questions. Ten sales scenarios to be curious: 1. Clients are happy 2. Clients are unhappy 3. A compliment is received 4. Stalls a…lnkd.in/evXPYdP

When reviewing the accomplishments of the week, what are the habits that contribute to your personal and professional productivity? #sales #highperformance #habits lnkd.in/eaUNpiF

When quarterly and annual sales goals are established, what considerations are given to ensure those goals are achieved? Four things that impact a salesperson’s performance and success for goal achievement: 1. Sales Management Support – sales managers p…lnkd.in/eMxrMqT

When unfavorable circumstances are dictated by the world around us, what decisions are made that demonstrate a willingness to pivot and adapt? We can be hopeful, do nothing, and wait for circumstances to change. Or, we can be hopeful, and change how we…lnkd.in/eDcZ9KX

When meeting others for the first time, how do you come across? Would you be described as someone who was interesting or interested? Interesting people share more and listen less. Interested people ask purposeful questions and listen wholeheartedly to…lnkd.in/eN9zWgy

When having end-of-week discussions about sales activities with your salespeople, what questions are asked and information shared? Five end-of-week debriefing questions for sales managers and salespeople discussions: 1. What prospecting activities were…lnkd.in/eESh2-g

When we’re efficient, we’re DOING THE RIGHT THINGS. When we’re effective, we’re DOING THINGS RIGHT. When we’re consistent at taking action to hone our effectiveness and efficiency, we CREATE MOMENTUM. When momentum is created, OPPORTUNITIES ARISE. Wh…lnkd.in/evWAhiR

“I/we need spend more time prospecting.” “I/we need to be more effective in our prospecting.” When do these thoughts occur? · At the end of the day · At the end of the quarter · At the end of the year · When a long-time client/customer leaves · Whe…lnkd.in/evWgcwt

As a business owner, if you’ve ever said, “we don’t have salespeople”, then what’s your definition of sales? Sales, at its core, is simply two people (or groups) communicating openly with each other for a mutually beneficial outcome. Quote for the week lnkd.in/eV-Z7mR

If you’re in a position where you manage people, what does your coaching sound like? Check out this podcast session on Giving Good Feedback with Sharlene Douthit, Director of Customer Success at Sandler In this episode, Sharlene p…lnkd.in/eGvgygv lnkd.in/eE646UX

Do you suffer from Getthereitis? People afflicted with this ailment are too busy/too rushed to get where they need to be and neglect review of the checklist that ensures one is prepared for safe arrival. In business, what does your “safety checklist” loo…lnkd.in/dr9KKJW

What does it take to get first appointments with prospects? It starts with making the CHOICE to take ACTION to prospect REPEATEDLY and CONSISTENTLY with an approach that ENGAGES a prospect in conversation. It’s doing BEHAVIORS such as making outreach ca…lnkd.in/eDu-CJq

When is the best time to educate a prospect about all the wonderful services/products that your company provides that can help the prospect? ANSWER: After the prospect becomes a client KEY TAKEAWAY: The prospect meeting is about…lnkd.in/ebD53fE lnkd.in/exTwaVX

Are you/your salespeople like master fishermen? A masterful fisherman knows: 1) Time is allocated to fishing to catch fish 2) The type of fish he/she is fishing for 3) Where the fish swim 4) The type of bait that attracts the desired fish Four questions…lnkd.in/ewccjVQ

Our daily habits can either propel us forward or hold us back. What is the trajectory for future sales at your business that your/your salespeople's daily habits and prospecting practices are creating? Malcolm Gladwell reminds us that, “Practice isn’t t…lnkd.in/eKDWgdy

When salespeople share, “I had a great meeting with prospect”, what does that really mean? What follow up questions are asked to determine the outcomes accomplished? Five follow up questions for business owners and sales managers: 1) What were the meetin…lnkd.in/egma2kg

When prospects indicate timing is not right for doing business together and suggest a follow-up in future (e.g., next year, end of second quarter, etc.), how do your salespeople respond? Three tips and associated questions for handling time-related stal…lnkd.in/e8NtyQS

What is the difference between discount and concession? Are margins frequently being compromised in order to close more deals? When scenarios about “price negotiations with prospects” are discussed with salespeople, what techniques are shared and practi…lnkd.in/edzuZYU