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So why is it that sports teams can trade stars to shift their team and output, but sales teams can't. Or maybe they should, they often end up with reps from other companies why not do it in a creative and proactive way Read More

As a leader you need to ensure that you are leading the best, anything less should be dismissed. Not to be cruel, your 'C' players should be ignored and encouraged to move on, stick with your 'A's, let someone else work on the 'C' Read More

Taking what you know and turning them into questions allows you to fully engage with buyers. Understanding is good, but telling them does not always get results, by asking you can get buyers involved and engaged Read More

If the sales process is not for everybody on the sales team, how do you determine who it is for. Is experience a factor, or should it be purely based on numbers? Or is it in fact to be adhered to by all Read More

Having a sales process is not like having a piece of art that you can hang on the wall, admire, show your friends as it gains value. If it does not get executed, it have no value, and is likely costing you sales and good people Read More

Sometime sales people put too much emphasis on the wrong part of the challenge. Instead of trying to do everything right, why not just eliminate what you are doing wrong first Read More

Selling without cold calling can be alluring, relying entirely on inbound marketing can sound easy and modern, but neither is as effective as getting to a potential buyer before they are even thinking of being a buyer. Engaging with buyers in the Status Quo can yield large and loyal results Read More

Having a shorter sales cycle is good for a number of reasons, but many take the quest to far. The goal is to have the optimal duration to a cycle, and then concentrate efforts and energy on having ample of the right type of prospects in your pipeline Read More

There are a number of different sales methodologies, techniques and courses, but in the end they are only as good as the execution. Execution - the silver bullet in sales, everything else is just talk Read More

We continue to explore the BANTER approach. As we look at Need and Timelines, it is important to remember that at the end it comes down to how you execute Read More