The Dotted Line

The Dotted Line The Dotted Line- Business and Sales Collaboration Community that was created to assist you in Connecting the Dots for Success!

Discover the aptitude of helpful tips and advice by fellow business owners, salespeople, entrepreneurs and highly renowned experts.

Mission: Helping people connect the dots with superior information and insight

Looking to maximize the performance of your sales executives? Attend our Helping Clients Succeed webinar this Thursday: ...
07/11/2017
Helping Clients Succeed Overview- Webcast

Looking to maximize the performance of your sales executives? Attend our Helping Clients Succeed webinar this Thursday: http://hubs.ly/H080W1M0

Our solutions (Filling Your Pipeline, Qualifying Opportunities and Closing the Sale) are based on our award-winning, Helping Clients Succeed methodology which incorporates vital person-to-person communication skills, with critical thinking skills and a laser-focus on execution. These processes and ...

Is cold calling really dead, is it hiding under a new name, or should we be doing something completely different? Check ...
06/22/2017
Is Cold Calling Really Dead?

Is cold calling really dead, is it hiding under a new name, or should we be doing something completely different? Check out our latest article by Guy Duersch and find out! http://hubs.ly/H07Tl1F0

We all know prospecting is critical to building sales pipelines, and cold-calling is a part of those efforts. But it’s important to approach cold calling in a way that makes sense. Instead of cold calling, why not try value calling?

Learn how to improve your close! Join us this Wednesdayat 3:00 PM EDT for our Helping Clients Succeed: Closing The Sale ...
06/12/2017
Helping Clients Succeed: Closing The Sale- Webcast

Learn how to improve your close! Join us this Wednesdayat 3:00 PM EDT for our Helping Clients Succeed: Closing The Sale webcast: http://hubs.ly/H07MVNX0

Learn how to provide your sales team with the skills and tools to increase their win rates by enabling their customers to make good decisions that benefit both the buyer and the seller.

Learn how to help your sales professionals quickly and effectively identify good opportunities in their pipelines and si...
05/09/2017
Helping Clients Succeed: Qualifying Opportunities- Webcast

Learn how to help your sales professionals quickly and effectively identify good opportunities in their pipelines and significantly decrease "pipeline fiction" by eliminating the weak ones. Join us this Thursday at 3 PM EDT for an amazing webinar: http://hubs.ly/H07s0sp0

Discover the three key selling mindsets needed to dramatically improve your qualified opportunity pipeline: Enable Decisions, Win Fast-Lose Fast, and Handling Objections.

Tales from the Other Side...a less-than-stellar sales call reveals an interesting phenomenon. Read our latest blog artic...
05/03/2017
Tales from the Other Side...

Tales from the Other Side...a less-than-stellar sales call reveals an interesting phenomenon. Read our latest blog article: http://hubs.ly/H07m_kd0

A not-so-great sales call reveals the considerable gap that exists between what the sales team experiences vs what the prospect experiences. How can you be sure your next sales meeting will meet the expectations of your prospects?

Discover why it's critical for today's sales professionals to 'seek first to understand':
04/26/2017
What Good Looks Like...From a Buyer's Perspective

Discover why it's critical for today's sales professionals to 'seek first to understand':

It’s our job as solution providers to help our customers make informed decisions throughout the sales cycle - but how do we accomplish this task? Read more here

Is it possible for one person, alone, be an effective sales leader? FranklinCovey's Sean Frontz takes a hard look at whe...
04/20/2017
Has Sales Leadership Become too Complex?

Is it possible for one person, alone, be an effective sales leader? FranklinCovey's Sean Frontz takes a hard look at whether the role of sales leader has become too complicated - so complex, in fact, that perhaps one person simply can't do it effectively. http://hubs.ly/H079pHs0

Has sales leadership has become so complicated that no one person can accomplish all aspects of the role with excellence?

FranklinCovey's Dennis Susa takes a look at the two main sales coaching styles and offers tips for coping when your mana...
04/13/2017
Compelled to Coach

FranklinCovey's Dennis Susa takes a look at the two main sales coaching styles and offers tips for coping when your manager's style might not be the best fit for you. Check out this compelling blog post here: http://hubs.ly/H074N0W0

Tips and tricks for sales professionals who need to endure a coaching style that isn’t working for them.

We are excited to announce that FranklinCovey's Sales Performance Practice has been named to http://hubs.ly/H06_Zrr0’s T...
04/07/2017
Franklin Covey Co. Named to TrainingIndustry.com’s Top 20 Sales Training Companies for Tenth Consecutive Year

We are excited to announce that FranklinCovey's Sales Performance Practice has been named to http://hubs.ly/H06_Zrr0’s Top 20 Sales Training Companies for the Tenth Consecutive Year! Check out the press release: http://hubs.ly/H06_Zrz0

Franklin Covey Co. (NYSE: FC), a global leader in organizational performance improvement solutions, announced today that it has been named to Training

Why is sales management one of the few professions that often requires a manager to be both a player and a coach? In thi...
04/05/2017
The Player/Coach: An Urban Legend?

Why is sales management one of the few professions that often requires a manager to be both a player and a coach? In this thought-provoking article, FranklinCovey's Dennis Susa explores whether the Player/Coach concept is viable in today's business world or just an urban legend: http://hubs.ly/H06-pYf0

So what makes so many senior sales leaders think the player/coach is a good idea in business development? Is it an idea for today or an out-of-date concept?

What if there was a simple, systematic approach to prospecting that ensured significant, measurable results? Join us on ...
04/03/2017
Helping Clients Succeed: Filling Your Pipeline- Webcast

What if there was a simple, systematic approach to prospecting that ensured significant, measurable results? Join us on Thursday, April 6th at 3-4 PM EST for an in-depth webinar that focuses on how sales professionals can implement new approaches to build strong, successful pipelines full of opportunities that close. http://hubs.ly/H06Y6mk0

Increase Your Sales Pipeline With Alternatives To Prospecting
Teaches sales managers and salespeople to create and advance profitable opportunities that help clients succeed.

Buyers’ expectations of sales professionals have changed. Today, they expect insight, expert advice, and guidance and wa...
03/27/2017
Selling Has Changed. Have You? | Training Industry

Buyers’ expectations of sales professionals have changed. Today, they expect insight, expert advice, and guidance and want to work with sales professionals who can help them succeed. What can learning and development professionals do to satisfy these new expectations and help develop successful salespeople? Randy Illig, FranklinCovey's Sales Performance Global Practice Leader, shares five helpful ideas in this http://hubs.ly/H06Sjxq0 article.
http://hubs.ly/H06Sjxw0

Buyers’ expectations of sales professionals have changed. The days of salespeople asking a laundry list of questions and then controlling access to information and resources are over. It’s not that buyers want to be difficult or mysterious; they are happy to answer our questions after we earn the ri...

Sales professionals - after exhausting all of your structured questions, do you need an effective framework for transiti...
03/24/2017
SO WHAT? Making The Shift When it’s Your Turn to Talk

Sales professionals - after exhausting all of your structured questions, do you need an effective framework for transitioning to how your product or service will help your prospect when it’s your turn to do the talking and/or presenting? Check out Dennis Susa's SO WHAT? approach, which focuses the seller’s energies on alignment vs. convincing and brings about a quality discussion. http://hubs.ly/H06QYR_0

Learn more about SO WHAT?™, a sales tool that provides effective transition and structure when you are done with questions and begin to convey your solution

Sales leaders: What would happen to your sales team if you took a month off? It's definitely worth thinking about - and ...
03/17/2017
Sales Leaders... If You Took a Month Off, How Well Would Your Sales Team Perform?

Sales leaders: What would happen to your sales team if you took a month off? It's definitely worth thinking about - and raises a boatload of questions about the importance of your coaching skills. Check out our latest blog article for more!
http://hubs.ly/H06LvHP0

I can't imagine this would ever happen in the real world of a sales leader, but if you took a month off, how well would your sales team perform in your absence?

Discover what makes FranklinCovey's Helping Clients Succeed methodology the most effective sales transformation solution...
03/14/2017
Helping Clients Succeed Overview- Webcast

Discover what makes FranklinCovey's Helping Clients Succeed methodology the most effective sales transformation solution in the industry. Join us for an online, in-depth overview this Friday at 3PM EDT. It's a great opportunity to find out why the world's most successful companies rely on Helping Clients Succeed to dramatically improve their sales performance. http://hubs.ly/H06GhQ70

Our solutions (Filling Your Pipeline, Qualifying Opportunities and Closing the Sale) are based on our award-winning, Helping Clients Succeed methodology which incorporates vital person-to-person communication skills, with critical thinking skills and a laser-focus on execution. These processes and ...

What if there was a simple, systematic approach to prospecting that ensured significant, measurable results? Find out ho...
02/17/2017
Helping Clients Succeed: Filling Your Pipeline- Webcast

What if there was a simple, systematic approach to prospecting that ensured significant, measurable results? Find out how FranklinCovey's Helping Clients Succeed: Filling Your Pipeline enables sales professionals to significantly and immediately boost their sales pipeline in this important webinar! Now at a date and time that is convenient for those in the eastern hemisphere: 11:00 AM Feb 20th AEST. http://hubs.ly/H06mMP00

Increase Your Sales Pipeline With Alternatives To Prospecting
Teaches sales managers and salespeople to create and advance profitable opportunities that help clients succeed.

Research from CSO Insights reveals that only one out of six sales presentations had a greater than 50% chance of resulti...
02/07/2017
Helping Clients Succeed: Closing The Sale- Webcast

Research from CSO Insights reveals that only one out of six sales presentations had a greater than 50% chance of resulting in a sale. Buck this trend and discover how to improve your sales closing skills in our upcoming webinar: http://hubs.ly/H068D810

Win Deals More Consistently: Helping Clients Succeed®: Closing the Sale®
Provide your sales team with the skills and tools to increase their win rates by enabling their customers to make good decisions that benefit both the buyer and the seller.

Join FranklinCovey's Jeff Stott and other top sales practitioners at SalesSummit IO. You'll learn how to improve sales v...
02/02/2017
SalesSummit.io presented by HireVue

Join FranklinCovey's Jeff Stott and other top sales practitioners at SalesSummit IO. You'll learn how to improve sales velocity, develop deeper pipeline, crush quota attainment, forecast for accuracy, and ultimately improve your win rate. Register for the February 9th livestream here: http://hubs.ly/H065HyP0

SalesSummit.io :: a digital event presented by HireVue + XVoyant

If you have been a sales leader long enough, trying to get more sales without adding headcount is a top challenge. You n...
01/31/2017
Get More Sales with the Same Headcount... Sound Familiar?

If you have been a sales leader long enough, trying to get more sales without adding headcount is a top challenge. You need a strategy to “up everyone’s game” and get your “B” players to perform like “A” players. Here's a simple exercise to get you started: http://hubs.ly/H063PdS0

How do you increase sales year-over-year without adding headcount? This article takes a good look at how to improve the performance of your existing sales team.

If you're a sales professional and have 17 minutes available next Thursday afternoon, you need to attend this webinar! D...
01/11/2017
Strikingly Different Selling (in 17 minutes) - Webcast

If you're a sales professional and have 17 minutes available next Thursday afternoon, you need to attend this webinar! Discover the one powerful way to differentiate yourself in any sales situation: http://hubs.ly/H05SngJ0 #strikinglydifferent

After more than 6 years and observations of thousands of sales professionals worldwide, FranklinCovey Sales Performance consultants have discovered that top performers are not smarter, more talented or more experienced. The greatest difference is their ability to think and act in ways that enable t...

As sales professionals, we've all had those "aha" moments that truly have an impact on our selling approach. John Spence...
01/09/2017
How To "Win" In Sales

As sales professionals, we've all had those "aha" moments that truly have an impact on our selling approach. John Spence, noted author, speaker, and business strategist recalls one of his most memorable "aha" moments which was inspired by Mahan Khalsa's Let’s Get Real or Let’s Not Play: http://hubs.ly/H05QZ-M0

Business and leadership expert John Spence shares a powerful insight about how to be more successful salesperson.

How qualified are the opportunities in your team's pipeline?What if you could help your sales professionals quickly and ...
01/06/2017
Helping Clients Succeed: Qualifying Opportunities- Webcast

How qualified are the opportunities in your team's pipeline?

What if you could help your sales professionals quickly and effectively identify good opportunities in their pipelines and significantly decrease "pipeline fiction" by eliminating the weak ones?

Join us Friday, January 13th at 11:00 AM EST to learn the mindsets and skillsets needed to invest the right amount of time on the right deals and stop wasting time on the wrong deals. http://hubs.ly/H05PWsN0

Identify Solutions That Meet Your Client’s Needs
Help your salespeople learn how to break down the dysfunctions in the selling/buying process and "get real" with trustworthy communication and disciplined business thinking. FranklinCovey's unique methodology provides the strategies, tools, critical ...

Happy Holidays from FranklinCovey Sales Performance Practice! Getting started out on the right foot in the new year is c...
12/27/2016

Happy Holidays from FranklinCovey Sales Performance Practice! Getting started out on the right foot in the new year is critical for all sales professionals. Find out why focusing on your goals at year-end may not be the best strategy. Check out this video by FranklinCovey Consultant Sean Frontz: http://hubs.ly/H05HrLM0

12/22/2016
Are You Among the 65%?

FranklinCovey Sales Performance Consultant Sean Frontz can't believe what he read recently - only 35% of sales professionals make their numbers. Discover what he thinks is the problem - and more importantly, how you can make sure you're not part of the other 65%! http://hubs.ly/H05GcRw0

Focusing on goals is a good thing, right? Not so fast, says FranklinCovey Sales Performance Consultant Sean Frontz. Find out why you don't want to be among the 65% and what to do if you are.

Many believe that customers make choices based on quality, selection, capabilities, and price. But the reality is that t...
12/08/2016
Leading At The Speed Of Trust- Webcast

Many believe that customers make choices based on quality, selection, capabilities, and price. But the reality is that trust is the new currency of business. Learn how to leverage trust as a strategic advantage in an exclusive FranklinCovey webinar at 11 AM EST today: http://hubs.ly/H05tWH50

Helps leaders at all levels raise trust from an often-ignored asset to a strategic advantage in their organization. This work session focuses on behaviors common to high-trust leaders.

Many believe that customers make choices based on quality, selection, capabilities, and price. But the reality is that t...
12/08/2016
Leading At The Speed Of Trust- Webinar

Many believe that customers make choices based on quality, selection, capabilities, and price. But the reality is that trust is the new currency of business. Learn how to leverage trust as a strategic advantage in an exclusive FranklinCovey webinar at 11 AM EST today: http://hubs.ly/H05tWsN0

Helps leaders at all levels raise trust from an often-ignored asset to a strategic advantage in their organization. This work session focuses on behaviors common to high-trust leaders.

As millennials progress in their careers and become key decision makers, it becomes critical for sales professionals to ...
12/02/2016
Selling to Millennials: The Importance of Authenticity

As millennials progress in their careers and become key decision makers, it becomes critical for sales professionals to develop the skills needed to sell to this important group of buyers. Read more in our latest blog post: http://hubs.ly/H05qd1j0

Millennials are taking control of the marketplace, and it's critical that sales professionals learn how to approach, engage, and sell to this growing group.

What lessons can sales professionals take from the 2016 presidential election to enable their clients’ (and their own) s...
11/22/2016
The 2016 Presidential Election: Lessons in Selling

What lessons can sales professionals take from the 2016 presidential election to enable their clients’ (and their own) success? Read this unorthodox take on getting your clients’ vote by Alex Berg, FranklinCovey Sales Performance Practice Managing Director, to find out. http://hubs.ly/H05hKFf0

A salesperson reflects on the tenants that underlie effective selling in the service “helping clients succeed” in light of the recent US election experience.

FranklinCovey’s Chris McChesney, #1 Wall Street Journal Bestselling Author of The 4 Disciplines of Execution, to Keynote...
11/15/2016
World Business Forum Nyc

FranklinCovey’s Chris McChesney, #1 Wall Street Journal Bestselling Author of The 4 Disciplines of Execution, to Keynote the 2016 World Business Forum in New York City this Friday. If you're attending, don't miss his keynote on Strategy Execution at 1:40 PM EST. http://hubs.ly/H05c3cS0

They come to learn from and be inspired by some the world’s most renowned figures from business and beyond - a blend of content composed of CEOs, entrepreneurs, innovators, thinkers, artists and sportspeople.

What are the 7 Habits of Effective Sales Leaders – and more importantly – how can you leverage them to be successful in ...
11/08/2016
Improve the effectiveness of your sales team with this new collection 7 Habits articles

What are the 7 Habits of Effective Sales Leaders – and more importantly – how can you leverage them to be successful in the face of today’s challenging sales environment? Find out in our newly published collection of point-of-view articles based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®. http://hubs.ly/H0570HV0

Read the complete collection of articles from our FranklinCovey 7 Habits of Highly Effective People sales performance series.

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