Entries by Jane Gentry

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How to Get Great Referrals

Jane GentryJane Gentry leverages her experience with Fortune 500 clients to help mid-market companies grow revenue by solving key sales issues like: process, pipeline, leadership, relationship management and hiring. She speaks worldwide on topics about sales growth and leadership. Her clients include companies in manufacturing, medical, professional services and technology. Connect with Jane at [email protected] […]

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What Makes a Good Prospect

Jane GentryJane Gentry leverages her experience with Fortune 500 clients to help mid-market companies grow revenue by solving key sales issues like: process, pipeline, leadership, relationship management and hiring. She speaks worldwide on topics about sales growth and leadership. Her clients include companies in manufacturing, medical, professional services and technology. Connect with Jane at [email protected] […]

What Gets Measured Gets Done – Or Not.

Tom Hopkins coined the phrase, “What gets measured gets done”- the assumption being that you use the information you’ve measured to make better decisions or course-correct. In sales organizations there can be an overwhelming amount of measuring being done, but little of it informing the “right next step”. Put your spreadsheets aside for a moment […]

The Art of the Close

I attended a meeting with some potential clients.  After we had danced through a series of topics about their company, their challenges and my company, I asked, “What have we not covered that might be important to you in making your decision?” The prospect said, “Great closing question, Jane”.  I smiled to myself.  My intent […]

The Eyes Have It

I have been slighted twice lately.  The first was recently on a plane. I was engrossed in a conversation with my seatmate.  Another passenger interrupted us to make an introduction to my traveling companion.  My companion said, “I’d like to introduce you to Jane”.  The passenger, said “Hello” and never once looked at me. Now, […]

Accountability in Our PC Culture

Talking about Accountability can be a slippery slope; especially in a society where no one seems to be accountable anymore. This is a critical principle because, without it, we will fail – not just individually, but collectively. The rules are changing, and in this new economic and political climate, accountability will mark the difference between […]

I’m Sorry

I’m Sorry, but. . . Kevin, had a horrible week. He found out that his company was over 90 days on paying some third-party providers for a project with his largest client. The third-party companies were selected by, and considered partners of his client.  Kevin battled internally for a week to resolve the issue quickly […]

Show Your Value by Asking to be Measured

One of the most difficult questions to ask is, “How are we doing?” It can make us feel like we are opening the door for the client to begin complaining. And, that might happen. More often though, it is a relationship-building question. It shows a desire to help the client succeed. It is easy to […]

The Money Trap

I met recently with a sales leader who asked me to help his sellers do a better job of talking with their clients about money. Money is a topic that has emotion tied to it, certainly more so than other subjects like scope, outcomes and timing. So, it is a topic widely avoided by salespeople. […]

7 Steps to Being a Great Coach

Everyone can coach, but we don’t always see the opportunities, or see ourselves as a coach. And, as we’ve discussed before, most people see coaching as something that a manager does with a subordinate. With the collaborative environment we work in today, a great coach could pop up from anywhere, including a peer or a […]