Blog Archives

4th and Goal: Optimizing Fourth Quarter Sales Results

Check out Jeb Blount and Carson Heady discussing how you optimize the 4th quarter: The fourth quarter. Whether sports or sales is your arena of choice, the mere mention implies that final push for the win. Pressure, heightened sense of … Continue reading

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Rule of Relationships: Meet Them Where They Want to Be Met

You’ve applied every bit of the sales or coaching process toward your prospect or team member. You’ve checked every box on a form regarding discovery or assessment. Yet, for whatever reason, you don’t seem to be making traction in the … Continue reading

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The Daily Sales Non-Negotiables

You are beginning and laying out your sales day. How do you ensure to not only achieve everything you must achieve, but to make progress on other initiatives, prospect, stay on top of e-mail and your administrative tasks in the … Continue reading

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What is True Customer Obsession?

Customer service is so yesterday. Anyone can provide service – it’s table stakes. To truly stand out today, a coin has been termed entitled “customer obsession.” But what is it? Are those people and organizations that claim to be customer … Continue reading

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Deal Transparency is the Greatest Negotiation Tactic

Some deals can be quite challenging to get done. There are a number of factors that lead to deals becoming challenging; there’s the financial reasons like budgets and perception of value, rising costs and total costs of ownership. There is … Continue reading

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If You Want Something From Me, Don’t Make That The Only Time We Speak

A text or call or e-mail breaks a silence from a long lost friend or acquaintance and they want to connect – great! It will be good to catch up. Maybe you spent time together personally, professionally or both, and … Continue reading

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The Selfless Seller Is Best

Sales is a competitive sport. We’re often in a race to the top amidst survival of the fittest in a quest for promotion, for reward and bragging rights. Ego and swagger are often attributes of the supreme salesperson. It’s quite … Continue reading

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The 5 Keys to Reignite Your Fire for a Strong 2019

It’s a new year, with new opportunities and new threats. How will you ensure your fire is re-ignited after holiday absence and customers returning? (1) Quickly re-immerse yourself into effective routines. You may have been out for a bit, you … Continue reading

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The 5 Moments That Will Define Your Career

Our career – like our lives – is a canvas, a body of work if you will. It obviously starts blank and we make many brushstrokes over time. There will be times we create something beautiful. There will be others … Continue reading

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How to Create Joy and Achievement in the Mundane

Even if we’re living our best life, there are aspects of life that are less than stellar. I doubt many people often parade the trash cans to the curb, whistling while they work. Few truly enjoy setting an alarm every … Continue reading

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