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
How to Avoid the Burnout of Perpetual Prospecting
Every December in Memphis, TN, thousands of people descend upon downtown to participate in the St. Jude Marathon. Runners run or walk a 5k, 10k,... Read More
What’s the ROI on Your Excuses?
Helping sellers build their super sales skills and moving sales teams to outperform their competition puts us squarely in a category to be “Challengers.” Our... 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
What are the TOP 4 Sales Challenges for Sellers?
What do YOU think would be the response when asked, “What are the top challenges sellers and sales pros face today?” Up until 5 to... 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 if you only played DEFENSE? How do you become a Sales Play Maker again?
Having a conversation with a Sales Director the other day about his sales team and he remarked that only one seller made their quota last... Read More