Blog: The Pipeline

THERE ARE NO MAGIC SALES BEANS

There are NO MAGIC SALES BEANS!

I get frustrated sometimes. More often than I’d like to admit. I found myself explaining the story of Jack and the Beanstalk to a salesperson...
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Unstick your Pipeline with these 3 Key Questions

These 3 Questions Can Loosen Deals In Your Pipeline

Here’s another peek into what it’s like to work with me and The Selling Agency. There are no magic tricks. No silver bullets. No one...
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turn the conversation from price to value

Move Your Buyers from Price to Value with this ONE Question

So many of our blog posts and discussions are fruits derived from working through situations with sales teams in sales meetings and training sessions. I’ve...
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The power of repetition

How does REPETITION improve sales results?

Road tripping this to a volleyball tournament a while back, I had 3 hours to spend in the car with my 12-year-old daughter. We listened...
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Are you confusing PRICE and COST?

Confusing Cost for Price can be a big mistake when selling to customers

A common sales problem came to light for me a week or so ago when a vendor reached out to me to suggest as the...
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Order Takers vs True Sellers_ 5 Signs You've Got Fake Sales Reps on Your Team

Order Takers vs True Sellers: 5 Signs You’ve Got Fake Sales Reps on Your Team

Way back when I started my first sales job, I had a pretty tough product to sell. I’m sure you’ve heard me mention this one...
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