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Brian Kavicky, Lushin and Associates
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Brian Kavicky, Lushin and Associates

Brian Kavicky is Vice President/Owner at Lushin, Inc. He has spent his entire career in sales, sales management and operations management in high growth companies. Working with Presidents, CEO's, Entrepreneurs and their sales teams, Brian helps them strategically achieve sustainable growth through challenging their current beliefs and behaviors. To contact Brian, send him an email.

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The Dismissive Attitude

Today’s case covers another common issue with a new sales hire’s ability to hit their sales targets in a complex B2B sales environment. A bad attitude can kill deals before they have a chance to get started. The salesperson keeps putting new opportunities into the pipeline, but can’t seem to close them.

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Roller Coaster Case

Today’s case covers a common issue with a new sales hire’s ability to meet their quota consistently in a complex B2B sales environment. A lack of confidence often leads to new reps pursuing many smaller deals.

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The Bonding Problem

Today’s case is a bit of a puzzle to solve. Here we have a situation where an underperforming salesperson’s activities - call volume and scheduled meetings - are equal to (or even better than) his better-performing peers. And yet, his win rate is low.

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9 prospecting mistakes your sales team isn’t learning from

Sales prospecting techniques that win new customers can be a juggling act for your salespeople, sometimes for legitimate reasons and other times less so. This is especially true when it comes to networking functions. While networking can be a useful and productive sales prospecting tool for your team, it can also be a huge money and time waster.

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3 Pieces to Building a Healthy Sales Culture

Building a strong sales culture is one of the first steps to building a strong sales team. What do your salespeople talk about when they aren’t actively selling? If they aren’t walking around talking about what to sell next, how to grow the business, or how to improve their closing rate, you don’t have a sales culture.

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3 Ways to Fix your Lead Qualification Process

The first step to fixing your lead qualification process is figuring out whether your lead qualification process even needs work. We can do it in the spirit of comedian Jeff Foxworthy – just not as funny. You might have a qualification problem if you have customers that make you think, “Someday I am going to get rid of this guy.” You might have a qualification problem if you have clients who are disappointed in the work that you do, even though you go out of your way to take care of them.

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What Are You? Sales Coach, Rescuer or Critic?

Do this now: Go to one of your people and ask them for one thing they need help with, and then spend 3 minutes coaching them on that thing. When you’re done, ask them how you did. Ask them about your coaching style. Ask them how useful those 3 minutes were and how they will use the information you shared to fix the thing they needed help with. Do you like the feedback you’re getting?