InCite Performance Group Blog

Gregg Goodmanson

Advisor | Virtual Sales Manager
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Recent Posts

Failure Doesn’t Have to be Permanent

Posted by Gregg Goodmanson on Jan 19, 2016 12:26:48 PM

Over the last month and a half I have read numerous articles as well as a couple of books talking about the importance of failure in success. Most suggest failure is the only way to achieve success. I would agree with this.

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Topics: leadership

Leadership Authenticity

Posted by Gregg Goodmanson on Dec 9, 2015 10:28:01 AM

There are a number of articles recently speaking about the need for leadership authenticity in the 21st century. From Forbes to the Economist to Harvard Business Review, they all suggest the importance of authenticity. I believe authenticity is a key to successful leadership.

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Topics: leadership

Producer Sales Skills: Creating Demand with Prospects

Posted by Gregg Goodmanson on Oct 15, 2015 10:14:47 AM

I was riding my bike the other day thinking about some calls I've had with different sales producers over the last several days. Several of the producers I work with were struggling with the same challenge. Each was doing a great job of setting up the initial meeting with a new prospect, but finding it difficult to move the relationship forward to a next step.

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Topics: Sales, Prospecting

3 Tips to Developing a Great Interview Process

Posted by Gregg Goodmanson on Aug 11, 2015 11:29:44 AM

In my new Video Blog, I share helpful information for agencies and brokerages to acquire new talent. Developing a great interview process doesn't just happen by chance.  Build your pipeline of potential new hires, plan your interview, and execute your plan each time.

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Topics: Attracting Top Talent, Growth and Development

Sales Strategies: Understand the Difference Between Interest & Urgency

Posted by Gregg Goodmanson on Jun 2, 2015 12:40:00 PM

In this new Video Blog, Gregg Goodmanson addresses the difference between creating Interest & Urgency.

Here you will learn some effective sales strategies to close more business.

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Topics: Sales

Wrestling the Right Lessons Out of Life

Posted by Gregg Goodmanson on Jul 17, 2014 9:00:00 AM

A couple of weeks ago I had the privilege of participating in VAST's 40th consecutive quarterly SalesSummit. As I considered what I would share, I was thinking about a number of different things and nothing felt quite right. After a bit of frustration I thought about some of the things I have learned in life and decided to make it personal and discuss some things I have learned over the years. Things that you only learn through struggle, wrestling with life and being forced to look at yourself honestly!

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Topics: Growth and Development

What Does It Cost A Prospect To Say No?

Posted by Gregg Goodmanson on Jun 17, 2014 9:30:00 AM

The other morning as I was doing some reading, a question popped up in my head – What does it cost for our prospects to say no to us?   If a prospect doesn’t know what it will cost them to say no to us, the likelihood of us getting that sale is very low.  Obviously, we haven’t done a good enough job of creating value, quantifying that value and building a compelling reason WHY they should say yes!

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Topics: Sales, Value

Determination Gets Results

Posted by Gregg Goodmanson on Apr 25, 2014 8:00:00 AM

Training to get my private pilot's license at the University of North Dakota was an interesting experience. For those of you who know me well, I have an extreme aversion to the cold. Growing up in Minnesota pushed me that direction. I think moving further north for a couple of years to Grand Forks only made that aversion worse. Thus, the reason I now live in Florida.

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Topics: Planning

What To Do When Life Throws You a Challenge

Posted by Gregg Goodmanson on Feb 25, 2014 7:30:00 AM

We all have times in our lives when we face major challenges. During those times, it is important for us to keep on the right path. The next time life throws you a curve ball and the world doesn't seem fair, here are some thoughts to consider:

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Topics: Growth and Development

Pay Your Pipeline First

Posted by Gregg Goodmanson on Dec 5, 2013 9:00:00 AM

I was heading home from a recent trip to Denver. Riding the train on my way to the C concourse in the Denver Airport I couldn’t help but overhear an airport employee as he shared a solid concept with a co-worker.

He was enthusiastically describing how he earmarked $150 of every paycheck come right off the top and go into his savings account. He was talking to the other guy on the train about how he did this first, took it off the top and pretended the money didn’t exist after it went into his savings account. That was how he was having success saving money.

This was great advice to his co-worker. Obviously most financial advisors worth their weight will tell you that the key to financial success is to pay yourself first.

When I heard this gentlemen share this concept with his friend, I couldn’t help but think about the 3rd habit in Stephen Convey’s book, The Seven Habits of Highly Successful People.  The third habit is to “Put First Things First”.  Immediately I thought about how as sales people we tend NOT to live by this principle and it gets us in a lot of trouble.

One of the biggest challenges I see is that sales people tend to get caught up in the service trap. Busy managing accounts, answering calls and generally doing things that don’t lead to a future result. Empty pipelines tend to be the norm.

Because of the lack of proactive planning and putting first things first, key behaviors like prospecting fill the calendar as left overs which we get to when we have time. That time never magically appears.

Just like most people when they try to save money, they spend what they spend and then at the end of the month look to see what is left over. If there is anything left, that goes into savings. The problem is, there is rarely anything left at the end of the month. This habit won’t get you far and is the reason financial planners advise that you have to pay yourself first.

As well, the habit of good prospecting behaviors cannot be reactively scheduled into your calendar after you have done everything else. It must come first. If you are truly going to build sales success and meet your goals you must pay yourself first. In sales, the way you do this is to put prospecting activity and behavior before anything else.

Putting first things first when it comes to your career will help you create momentum, good activity, and a vibrant pipeline. What follows will be confidence, passion and walk away power. When those things are in place, you will become unstoppable.

I want to encourage you to take all of your prospecting activities and schedule them into your calendar first thing Monday morning each week or Friday afternoon as you are preparing for the following week. Do this for a month and then stick to the prospecting commitments you made to yourself. The results will come! Trust the process!

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Topics: Sales, Prospecting