Posts Tagged ‘education based marketing’

To Increase Sales Telling Ain’t Selling and Neither Is Educating

Possibly you read this headline and thought I was speaking blasphemy. What do you mean educating will not increase sales?  All those sales experts provide advice about educating your customers. What about education based marketing?

Before your head potentially explodes, let me explain.  Sometimes in order to sell our solutions (products or services) we have a tendency to over educate our sales leads.  We give them way too much information. By over educating, we can potentially lose the ability to increase sales.

What would happen if you in educating your customer told him or her only what he or she needed to know?  Just answer the question with a little education instead of reciting the Encyclopedia Britannica.

Thousands of leadership to sales blogs are written each day with the goal to educate the reader and hopefully all the education will entice the reader to pick up the phone can make that coveted first contact.  So how is that working for you? Do you find all this educating has achieved your goal to increase sales?

For example, yesterday I received a sales referral.  In speaking with the sales referral, she shared some personal information including the absence of a will by her father.  She is looking to move to Arizona. I told her Arizona believes you know the inheritance law that being without a will your estate goes to AZ and AZ determines who gets what.  The sales referral truly appreciated that education tidbit.

When we actively listen, we can educate discreetly or even indirectly without engaging in telling ain’t selling sales conversations. Additionally, we are not over educating, giving away our solutions.  Why would people buy your solution when you just gave it away in your educating interactions from sales conversations to social media postings?

Yes telling ain’t selling is very true. Educating, too much of it, ain’t selling either.

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How Sales Pitches Keep the Reticular Activator on High Alert

Social media is one of the primary reasons for the increase in sales pitches.  All these usually free social media channels now have conditioned sales leads to be very wary of any inbound marketing messages.  What has really transpired is all these prospecting activities have put the sales lead’s reticular activator on high alert.

sales-pitches

Credit www.pixabay.com

Just as a quick review, the reticular activator is really a system within the human brain that essentially stays on high alert.  The actual name is “reticular formation” and it is located at the core of the brain steam between the medulla oblongata and mid brain.

What happens is the sales lead’s brain first recognizes sales pitches. Then the brain is now on high alert. These marketing messages are immediately discounted.  This might explain why messaging may require updates and changes as people become overly aware or sensitive to certain marketing messages.

The more the salesperson engages in sales pitches on social media the greater the chance to turn off all sales leads.  This is probably why education based marketing now considered influence content marketing continues to grow.

No longer is the salesperson or marketing person sending out buy this or buy that updates, but rather these individuals are  providing interesting, informative and relevant content with the intent to educate and ultimately influence a positive emotional reaction. From this emotional reaction, then a more logical action is taken such as sending a LinkedIn invitation or following the person on Twitter.

Possibly this may also explain some other behavior such as why people are reluctant to leave LinkedIn Pulse posting when directed to click on a link to read the rest of the article.  Their conditioned behavior of being aware has them potentially jaded as to what they may encounter if they leave the LinkedIn posting.

The goal of marketing is to create awareness and begin to build a relationship. Understanding how the human brain works including the reticular activator will support forward thinking salespeople to avoid sales pitches in their marketing and sales conversations.

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Content Marketing Is the NEW Be There or Be Square

Over 10 years ago, content marketing was not on many business people, sales professionals or SMBs radar screens. I remember reaching out to the local SCORE group. When I talked about content marketing specific to the effectiveness of article marketing or having a blog, the advisor looked at me like a deer trapped in the headlights.  He was definitely no help because in his business experience there wasn’t anything called blogs or article directories.

content-marketingFunny, 10 years later SCORE in Washington, D.C. just published some interesting statistics on this now very prevalent marketing channel:

  • 32% of B2B marketers and 37% of B2c  marketers have a content strategy
  • B2B marketers allocate 28% of total marketing budget to content marketing
  • B2C marketers allocate 32% of total marketing budget to content marketing

Social media is the primary delivery channel for content marketing.

For me, content marketing has become the primary source for my sales leads. This past week I just published by 500th consecutive column for the Post Tribune/Chicago Tribune. I write one solid and informative LinkedIn article per month and write this blog 5 to 6 times per week.

With so many SMBs being single office/home office (SOHO) or non employed as per the U.S. Census Bureau, marketing through writing content is an affordable marketing strategy.  This strategy works very well when the overall focus is education based marketing and not product based.

Of course, as in any endeavor, practice does make for continual improvement.  There should be research respective to headlines, key words, length of postings, graphics as well as general overall readability and structure.  The use of automation tools such as Hootsuite must be understood because with the plethora of content being produced having someone read your content is much more unlikely than likely.

Content marketing demands building at least one if not several communities for amplification of your message.  The more people who share your content the greater likelihood your marketing efforts will generate actual sales leads (results).

Yes today to increase sales leads content marketing must be present.  To ignore this viable marketing strategy will doom your SMB believe it or not.

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Marketing Is as Endless as Learning

Marketing your SMB is endless. It never stops just like learning. Each day brings something new, usually another competitor, to the marketplace. Even if you have a full sales funnel, you know that you still must market your business.

marketing

Credit: www.picjumbo.com

How does your SMB stand apart from all those other gray suits is a never ending challenge.  With only 24 hours in a day, marketing sometimes seems like a one ton anchor that pulls you down into the depths of the ocean where you feel like you are drowning.

One of the questions I often receive is “Where do you find the content for this blog or your other writings such as LinkedIn Pulse, Worldwide Coaching, NBiz magazine, etc.?  My response is I read, I listen, I learn and I write.

Each day I read a variety of headlines in different topics including leadership, sales and marketing. Some of these articles I share with clients and colleagues.  Others I tuck away into folders to be used when I think I am out of content.

Right now I am reading several printed books including The Efficient Executive by Peter Drucker. I read this book years ago. However a new executive coaching client had me returning to it because it provided insight on how to establish a path to improve this leader’s abilities.

Some of my content has come from my Pastor’s Sunday homilies. Yesterday’s blog of “Your Call Is Important to Us” is the result of just reading and listening.

Often I hear SMB owners and sales professionals complain about not having enough time.  I too was one of those individuals. When I told one of my coaches I did not have enough time, he quickly replied “Get up earlier.”  So I did.

Since I started walking this path of education based marketing over 10 years ago, I can say I am so glad I did. During this time I have learned so much more and even better I have been able to connect with ideas I learned years ago such as The Theory of Self Determination.  I learned about this intrinsic motivational theory when earning my Masters of Science. Yet as with many of us, I filed it away.  About two years ago this nugget of learning returned to the forefront of my brain and I was able to infuse it into my executive coaching and workplace culture consulting practice.

When we as SMB owners understand marketing is endless and embrace it as we have with learning, we are working with our natural, innate motivational drivers of Mastery, Autonomy and Purpose. (The Theory of Self Determination) If you want to improve your marketing, then consider expanding your learning and accepting marketing is endless just like learning. By taking this action, you are definitely demonstrating forward thinking leadership.

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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leadership in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.

 

 

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Effective Social Media Marketing Educates

With social media, much of the marketing focus has shifted away from what makes basic and good marketing.  Yet having read this social media marketing post on LinkedIn Pulse, much of what the writer states is just as true for basic education based marketing.

socia-media-marketingProduct based or traditional marketing is when the sales pitches came fast and furious does not work. Buy this! Buy that!

Today’s buyers (decision makers) want quality information told to them in an emotionally compelling story. They do not want sales pitches!

Additionally your ideal customers want to know and trust you.  By providing marketing from an education based perspective, you can educate by sharing:

  • Market trends
  • Proven research through statistics
  • Expertise such as White Papers

Daniel Pink in his book To Sell Is Human told the story about the Pixar Pitch.  Those individuals making pitches to Pixar had to tell their stores in just six sentences.

  1. Once upon a time (sets the backdrop for your story)
  2. Every day (describes what is happening)
  3. One day (offers your solution to what is happening)
  4. Because of that (showcases the one result of your solution)
  5. Because of that (showcases another result of your solution)
  6. Until finally (shares the final end result of your solution or why the decision maker bought your solution)

This format is truly education based and can be incorporated into any social media marketing especially those who engage in quality content marketing.

I used this format as a guideline for this article published on LinkedIn Pulse:

Putting the How into Employee Engagement

The first paragraph set the stage and it was emotionally compelling because of the billions of lost dollars. In paragraph two, I described what is happening every day.  By paragraph three, I am educating the readers about a solution for better employee engagement. This education process goes into further detail to showcase my knowledge and expertise without sounding like some condescending experienced expert.

This article after just one week of publication has received 5,176 views, 626 likes, 28 comments and 202 shares. I gained over 100 new followers and received over 30 new LinkedIn invitations to connect.  Currently I have two new qualified sales leads in my funnel, along with 10 prospects and one confirmed speaking engagement.  Never once did I make a sales pitch of Buy this to the readers.  Frankly that is insulting to today’s educated buyers.

Marketing’s purpose is to attract attention and to begin to build a relationship.  This is why marketing is not selling.  Unfortunately, many who engage in social media marketing fail to understand this key difference. They believe they can take their traditional product based marketing approaches and transition with few changes into social media.

If you want your social media marketing for your SMB to be successful meaning you increase sales, then possibly it may make sense to change your approach.  Think about your own Pixar Story and how you can infuse that story into your social media marketing.

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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.

 

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How to Use Your Business Data Better in 2016 – Part 2

Ignoring business data especially when it provides additional clarity as to your marketing results and more importantly what changes are required is foolhardy.  For solo entrepreneurs to SMB owners, marketing data is critical to further the attraction factor and building relationships.

business-dataIn yesterday’s posting, I shared the top downloads during the first quarter of 2015 from my website analytics. This business data revealed the majority of downloads approximately 90% were articles from my website and the remaining 10% from this blog. Today, I am sharing the top viewed blog postings in January of 2015.

By examining these postings provides further clarification as to what topics generate more interest.  Since I am engaged in education based marketing with a more journalistic approach, I can further niche myself in key areas while not forgetting what readers of this blog enjoy.

  1. The Endless Small Business Steam of Got No Excuses
  2. Are You Facing This Sales Barrier of ‘Everyone is a Coach’?
  3. The Greatest Gift of All to Give
  4. Is Your Action Plan to Increase Sales an Incomplete Puzzle?
  5. The Many ABCs of Marketing
  6. Why Aren’t You Where You Want to Be?
  7. The You Go First Leadership Challenge
  8. How to Unlock Your Real Estate Marketing Message
  9. Are you the Hare or the Tortoise in Your Marketing Approach?
  10. Are You Where You Want to Be?

Business data marketing analysis is extremely important for the solo entrepreneur. By investing 30 minutes each month, data can be transferred to excel spreadsheets. This allows for a quick comparison as to what is creating attraction.

Additional information learned can be the most popular times respective to posting blogs to the days of the week with the highest views.  In January 2015, Monday and Wednesday received the most traffic while the hours of 6 am and 7am secured the most traffic. Sunday was the quietest day for traffic along with 2am in the morning.

As you take your business forward, remember to invest time each month to review your business data beyond the monthly financial profit and loss statement.  Track and record your marketing results along with your sales leads and sales conversions.  All of this business data will support you in your efforts to increase sales.

P.S. Finally reviewing your business data will also reveal to you the impact of the long tail.  You just may be surprised how long your tail really is.

 

new-year

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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.

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Why Being Liked Doesn’t Necessarily Increase Sales

Maybe you remember Sally Field accepting her Academy Award and making the statement “You like me.” She like others was confused about why people bought her performance.  Her colleagues knew her and trusted her and that knowing and trusting translated into actual votes.

increase-sales
Sally Field along with many other salespeople heard for years to increase sales (in her case votes) people must know, like and trust you. Well two of those qualities are still true, but one, being liked, isn’t and probably never was. Now this statement may upset some sales experts who sell their solutions to increase sales on being known, liked and trusted.

The Internet and specifically social media channels along with the transition away from product based marketing to education based marketing has only emphasized the knowing and trusting.  Sales research from CEB suggests 57% of the buying decision has been made before any outreach to the salesperson.  How can anyone increase sales by being liked if he or she has never been contacted?

To like someone usually means you have had personal contact with them either through a phone call or an actual meeting.  Email is not a liking channel of communication. Actually from some research, email has become a disliking channel.  My father, a professional salesperson, his entire life defined “liking someone” as “would I take him or her home for dinner?”

In the haste to communicate, people sometimes lack clarity and therefore have confusion.  In many instances, the buyer had knowledge of the person and began to trust the person.  Liking was not the real criterion to make a buy.

When I was in corporate purchasing back in the 1980s, I met with many male representatives who frankly I did not like. They were condescending to even arrogant because I was a woman in a very non-traditional role within that industry. I had to push those qualities and my initial negative reaction to the side and determine if they knew what they were selling and could I trust them.  This was the bottom line. I could care less if I liked them.

Education based marketing is the opportunity for salespeople to increase sales because your potential ideal customers can begin to know you through your quality content marketing and begin to trust you.  Quality content marketing for me has generated more new sales leads and consequently increase sales more than any other marketing effort.  Additionally, my marketing costs (out of pocket) have dramatically decreased.

Potential sales leads read this blog, my articles for the Chicago Tribune/Post Tribune and LinkedIn Pulse as well as various other publications including NBiz Magazine and Worldwide Coaching Magazine. A Google search reveals thousands of others articles I have posted over the last 10 years.  All of this content allows a potential client to get to know me as a people and process problem solver and begin to trust me.  The end result is increase sales.

If you want to increase sales, build professional credibility by being knowledgeable and trustworthy.  Liking you should not be the first or second reason why someone wants to buy from you.

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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.

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The Sales Pitch or Push Versus Pull Selling Style

Reams of papers have been printed about the different selling styles.  However, when you rendered them all down they fall into of these two categories:

selling-style

Credit: www.gratisography.com

 

  • Pitch
  • Pull

Make a Sales Pitch or Push

Possibly the pitch selling style can be traced backed to the traditional product base marketing approach.  Make a sales pitch about your solution (product or service) and you will attract attention.  However in today’s market, with far better educated buyers, your pitch may not connect with the value drivers of your ideal customers or target market.

Today the make a pitch is rather evident in some of those who believe in value creation by salespersons. The pitch becomes a push of the value as perceived by the seller.  Again if value is unique to each buyer which it is, the pushing your value creation makes you potentially sound like everyone else.

Let Your Sales Leads Pull You

When salespeople adopt an education based marketing approach, then potential customers or sales leads have a greater tendency to pull you as the salesperson to them.  Through education, you are demonstrating your credibility and connecting to their values drivers.  Now you do not have to think about value creation, but rather how can you strengthen those already connecting drivers.

When demonstrating the pull selling style, your ego is left at the door because the focus is on the sales lead.  Additionally, your active listening skills are potentially better engaged because you are hearing what others with a pitch or push selling style have missed.

Yes there are many selling styles.  However when you assess the foundation of yours be it push or pull, then you may have greater clarity as to what are the real barriers facing you as you work to increase sales to strategic business growth.

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Leanne Hoagland-Smith supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. She speaks and writes specifically to high performance sales people who require a tailored executive coaching solution and to small businesses under 50 employees whose challenges are more unique and resources more limited. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.

 

 

 

 

 

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The Problem with Marketing, It’s an Ongoing Decision Making Process

Marketing continues to be the number one barrier to strategic business growth.  The problem with marketing is it is an ongoing decision making process because if other firms and people do not know about you, your company or your solution, you will remain pocket poor.

marketingWith all the types of marketing channels available from paid advertising to social media posts such as content marketing to referrals, chaos can quickly take over. To avoid the problem with marketing requires a consistent decision making process to ensure strategic business growth.

Regardless of the marketing channel being used, much of the basic information is derived from your strategic plan where you have invested the time for both internal and external appraisals.  This planning process allows you to direct your messaging to your ideal customers.  Unfortunately, when I ask small business owners who there ideal customer is I receive responses such as “anyone with a pulse” to “I don’t know.”

The Problem with Marketing Coaching Tip: If you cannot clearly defined your ideal customer and target market, then you are wasting your precious resources of time, energy and money. You have joined the ranks of other small business owners as Captain Wing-It where you spray your marketing actions all over the place and then pray something will stick.

Marketing Channel of Paid Advertising

Once you have decided your ideal customer and determine paid advertising is a good messaging channel, then possibly this process takes place:

  1. Research the various publications and/or Internet sites
  2. Determine the investment and the potential return on investment
  3. Write the copy or hire someone to write the copy (This may be another decision making process.)
  4. Place the advertisement
  5. Check the published advertisement for accuracy and location
  6. Track the results
  7. Determine if potential return on investment was achieved
  8. Repeat the process if desired; make any changes to the process to optimize investment

Marketing Channel of Social Media Posting Through Content Marketing

For small business owners, social media has become a very valuable marketing channel especially for those who embrace education based marketing.  The writing of relevant articles allows small business owners through education to get in front of their ideal customers and target audience.  Probably one of the better B2B sites is LinkedIn Pulse. This too has a specific process.

  1. Research various keywords, subjects that attract attention
  2. Research title, picture, length and format to optimize number of views
  3. Engage in additional research if subject matter
  4. Write article in word document for easier review such as word length, grammar, punctuation, etc.
  5. Load title and article into LinkedIn Pulse’
  6. Format article with sub topics; bold wording where appropriate and any links
  7. Add pictures
  8. Include call to action and a short bio about you the author
  9. Publish article
  10. Copy URL to an excel file
  11. Use Bitly or some other shortner for tracking article]
  12. Create some Tweets that you can share within your community using the Bitly URL
  13. Share article within your various communities to spread the reach of your posting and provide them suggested Tweets as noted in step 12
  14. Schedule repeat postings of the article through an automation tool such as HootSuite by using the same Tweets in step 12
  15. Track article for the first 24 hours, the first week, the first month (see step 10 Excel file)
  16. Respond to any comments on the article
  17. Check out the LinkedIn Profiles of those who responded
  18. Connect with any you feel appropriate to your overall marketing plan
  19. If first degree connections, see when the last time you connected with them
  20. Reach out to any first degree connections with whom you have not spoken to in the last 6 months
  21. Determine from all inbound activity if the subject requires a second or third article
  22. Repeat the process

Marketing Channel of Referrals

Receiving a referral (qualified sales lead)  is close to having money in the bank provided the person referring you truly understands what you do.  Since you have not met with the person, a referral requires another decision making process.

  1. Thank the person who made the referral through a handwritten note
  2. Respond quickly as noted to the referral as it may be a referral through email, a telephone call or  a voice mail
  3. Schedule a time to talk to or meet the qualified sales lead
  4. Meet the person and learn about him or her; what his or her wants and needs are; etc.
  5. Keep the referring person in the loop
  6. Work your sales process if the person becomes a potential ideal customer
  7. Earn the sale
  8. Deliver the sale
  9. Send another thank you or even a small gift to the person who made the referral

Each of these decision making processes has specific steps unique to each small business.  By investing the time to write down the steps and to follow the steps only strengthens the results from your marketing efforts and helps you avoid the problem with marketing.

Remember in business, all problems can be traced back to people or processes. 

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Leanne Hoagland-Smith supports forward thinking leaders in bridging the gaps between today’s results and tomorrow’s goals in the key area of strategic growth through people development and process improvement. She speaks and writes specifically to high performance sales people who require a tailored executive coaching solution and to small businesses with fewer than 50 employees whose challenges are more unique and resources more limited. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.

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The Big Lie About Social Selling

Social selling is a lie, a rather big one at that. Yes I said it, it is a lie. Unfortunately a lot of small businesses are buying into this lie and spending their hard earn profits.

social-sellingThere are numerous definitions for social selling. One of the more concise ones is offered by Hubspot:

“Salespeople use social media to interact directly with their prospects. Salespeople will provide value by answering prospect questions and offering thoughtful content until the prospect is ready to buy.”

The words in bold and in red (my editing) reveal that social selling is really social marketing.  Being ready to buy does not mean the prospect will buy.  What it means you have an opportunity to meet with him or her. You still must engage in some type of selling conversation because not all necessary information has been revealed.

Marketing is about attracting attention (interacting directly or indirectly).  Until the qualified sales leads call for an appointment; send an email; or walk through the door, no selling is actually taking place.

Marketing involves channels to distribute the message.  Traditional sales or product based marketing used:

  • Broadcast media (television, radio and cable)
  • Newspapers
  • Publications
  • Direct mail
  • Business to business networking

With the Internet, the emphasis is now on educating sales prospects (education based marketing) through the sharing of articles, blogs and even comments in discussion groups. Social media sites provide new marketing channels and thus new opportunities to educate and better qualify the ideal customer.

social-selling

The Shadows Behind the Big Lie

There are two shadows behind this big lie of social selling. The first is the presumption that in a very short time qualified sales leads will be knocking down your door.  Effective marketing through the traditional channels or the non-traditional ones recognizes the slow and steady wins the race approach.

The second is salespeople do not want to think of themselves as marketers.   Heavens forbid! You can almost imagine salespeople using their fingers in the sign of the cross to scare off any marketers.  Marketing is for some other internal department or some outside agency.

With 97.7% of all US businesses having less than 20 employees, these small businesses do not have the resources to have their own marketing departments. Their salespeople must attract their own qualified sales leads.

People buy from people they know and trust. The various social media channels allow people, your prospects, to get to know you and to begin to trust you.

When we recognize that social selling is social marketing (social meaning using the various social media channels), then we just may have far better clarity and not make the mistake that marketing is selling.  Far too many small businesses continue to make sales pitches on social media, ticking off more qualified sales leads or prospects than turning them on.

Peter Drucker is considered by many as an extremely smart business person.  He made three very insightful observations about business (paraphrasing):

  • There are only two purposes in business:  Marketing and Innovation
  • All other aspects in business outside of marketing and innovation are costs
  • When marketing is done well, selling is effortless

Consider heeding the words of Drucker and do not get caught up in this social selling lie and continued hype.

Download this Simple Sales Process (for free) to better understand

why social selling is a lie.

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Leanne Hoagland-Smith supports forward thinking leaders in bridging the gaps between today’s results and tomorrow’s goals in the key areas of strategic growth, people development and process improvement. She speaks and writes specifically to high performance sales people who require a tailored executive coaching solution and to small businesses under 50 employees whose challenges are more unique and resources more limited. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.

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