5 Ways to Give Buyers a “Sneak Peek” of Working with You
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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
How can FAILURE build confidence in sales teams?
Everyone hates to fail. We don’t want to admit to failure. I despise it. Even though we’re familiar with sayings that tell us how much... 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
Research, Call, and Most Importantly, FU . . . Here are 5 reasons to make your “FOLLOW-UP PROCESS” your top priority.
I will admit I’d like to see your face right now after reading this title. It wasn’t intentionally “click bait” but when sitting in a... Read More
How can you dramatically increase your WIN rates? (A CHALLENGE for All You Sellers)
This blog is a CHALLENGE to you. If you’re reading it on a Monday, make something BIG happen by Friday . . . I did... Read More
What’s Your Sales Focus for 2018?
Looking forward to the New Year, I’m thinking about the most important areas to focus on for my clients’ sales teams. Prospecting is always tough,... Read More