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Managing The Opportunity Pipeline

November 5th, 2013

Every organization should have someone in the Sales Management Role. A very
important program will focus on the needs of Sales Management with programs
that will encourage sales activity, proposal generation and forecasting! The
more customers you can find and submit proposals to – the more money comes into the organization! Click on “Get Pipeline Up” link below for free video tip!

Get Pipeline Up!

Lower Costs and Get Sales Up!

If you are a small to medium size company,
you may want to first hire an inside sales person and then move them into
outside sales. Keep your costs of sales low while building a pipeline of new
business (proposals, estimates) opportunities. As cash flow improves, you can hire a replacement for inside sales and personally tackle the role of sales manager. If you are a medium-to-larger size company, you will want Sales Managers to improve because they directly impact cost control and revenue generation.

Growth should be managed so it does not strain your organizations ability to deliver on expectations!

Free Sales Tip ! The Persuasion Equation

October 20th, 2013

In this video (click on The Persuasion Equation Charlie shows you a faster way to get your point across with….

  1. Stimulators
  2. Motivators
  3. Responders

Have you ever wondered if there is a better way to grab attention and to motivate a busy buyer to meet with you? If so, then watch this video to see an example of how to communicate in a more effective manner.

The Persuasion Equation

You may also want to visit the website to learn about a 30 Day Challenge to help you save time (uses one hour a day) and make more money (increase your commissions)!


Saturday: Balancing Family and Work with Zoning

September 17th, 2011

It’s easy to get consumed by your work and neglect your family. Communication with your spouse on both family and business objectives means that you are both in agreement on
the weekend.  Even though Saturday used to be ‘down time’ – there may be professional projects that simply must be accomplished.  Try to isolate time that does not compete with important family or social obligations.

We can do that with a Time Management application called ‘Zoning.’

Zoning is picking out a productive block of time for complete focus. Let’s identify the early morning hours of Saturday:

  • You bought the book on how to write a business plan, but there has been no time – until now.
  • Block off the three hours before anyone gets out of bed!
  • This will allow you to still have time for family and personal activities – with the sense of accomplishment that you are moving ahead with
    your goals!

Here is a sample schedule:

6:00 Read a chapter on market segmentation while you have a cup of coffee

6:30 Surf the internet to identify industry resources

7:00 Who Are the Market Leaders?

8:00 Where are the areas of opportunities?

8:30 Where is the one market niche where no one is focusing?

At nine, it’s time to move on with life and spend some time with the family. You’ve documented your progress and saved the document. When the time is right, share your progress with your spouse and thank your husband or wife for the support. This communication will show that you are serious about your new business, with a common realization that it is going to take a lot of hard work.  Zoning will help you balance both family and work as you achieve your dreams one step at a time.



Distorting Time with ‘Wow’ Moments

July 23rd, 2011

In Tony Robbin’s book Awaken The Giant Within, he maintains that we can ‘distort’ time.  Let’s take this as a challenge to explore how time is flexible in our own lives. Then, we will look at harnessing positive energy to stretch time!

Time is Flexible

Watching a clock will normally make a day crawl; getting completely immersed in activities will make the clock spin. The old adage ‘time flies when you are having fun’ is really true! If you want time to move quickly, stick with multiple activities. Fill up every hour with different goals and tasks. Feel free to multi-task to demand more of your mind!

  • Avoid boredom – seek constant stimulation and invigorate your schedule with personal challenges. This will help you avoid getting depressed or anxious.
  • If you want to control and harness time, select activities that require full concentration.

Stretch the Magic Moments

In meetings with customers, I love to get a ‘WOW.’ I used to move on quickly from these magic moments but now choose to stay there as long as possible by…

  • Asking questions to encourage discussion around the topic.
  • Using humor and enjoying the laughter
  • Solving problems and encouraging discussion

Avoid Negativity

Observation and experience has taught me that negativity shrinks or KILLS magic moments:

  • Negativity comes in many forms, including our non-verbal body language.
  • If verbal comments include any complaint, gripe or gossip – the excitement is snuffed.

Your personal awareness of time will help you control your mental state of mind. When you are active and engaged – life is more fun and energizing. Your positive energy, thoughts and feelings can then be transferred to others to help make time elastic.

Focus on the needs and wants of others and it will s-t-r-e-t-c-h the magic moments of your life!


Target10toWin! Audio Samples
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Sales Training Book

Target10toWin!, by Charlie Van Hecke, focuses on the importance of sales, the psychology behind the sales process, and the actionable steps necessary to enable you to capturing sales lightening in a bottle.

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Journal Entries from Pro Bono Sales Coach Charlie Van Hecke.
Charlie volunteers to help Business Owners, Job Seekers, Veterans and 2nd Chance Citizens cope with change using positive sales psychology and skill infusion.


What’s Going On
Charlottesville Interview

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with Charlie Van Hecke.

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