How does REPETITION improve sales results?
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Road tripping this weekend to a volleyball tournament, I had 3 hours to spend in the car with my 12-year-old daughter. We listened to hundreds... Read More
Stop Wimpy Follow Up and Move Sales Opportunities Forward!
I often joke about tattoos I would get – if I were the tattoo-ing sort. There are 5 or 6 phrases I use so regularly.... Read More
Helping vs Selling: The Modern Sellers Creed
There is a great commercial out now that reminds about what the true meaning of “Selling” should be. It’s a Capital One pitch for their... Read More
5 Ways to Give Buyers a “Sneak Peek” of Working with You
It’s becoming increasingly more difficult to earn a response from a prospect these days. In 2007, it took almost 4 touches on average to get... Read More
3 Seller MUSTS for Effective New Business Development
I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this... Read More
Be a Conduit and a Connector: HELPFUL to prospects, buyers, and customers
What’s the biggest hurdle you face when selling to someone? Well, other than getting their initial attention and time in front of them, your biggest... Read More
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... Read More
Increase conversions with these two steps BEFORE you send proposals!
How often do you face a stalled sale or wilted opportunity after you propose a solution? This is a GIANT bummer because we know how... Read More
The Kudzu Effect: Buyers Tell Us How To Stand Out
Have you ever heard of Kudzu? If you’ve driven through the Southeastern parts of the US, you’ve probably seen Kudzu. It’s an Asian vine introduced... Read More
What does EXCELLENT Business Development Look Like?
What does “Excellent” really look like in today’s Business Development efforts? When talking business development with new sales reps or sellers ramping up their efforts... Read More