Sales

The Two Reasons Traditional Objection Handling Isn’t Effective (and how to do it effectively)

You had a productive call/meeting with a potential client when suddenly they show some hesitation. “I’m not really sure about …,” they say. In response, you give some stats from marketing and share a success story, and you both agree to reconnect. But you never do. The reason why: You didn’t overcome their objection. How…

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Sales Lessons from the Shark Tank

Since 2009, entrepreneurs have pitched their ideas and dreams to a panel of ‘sharks’ on the hit reality show Shark Tank. The sharks – titans of industry who have made their own dreams a reality and turned their ideas into lucrative empires, listen with money to invest in other potential profit-making ventures.

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Sales Lessons from the Shark Tank

Since 2009, entrepreneurs have pitched their ideas and dreams to a panel of ‘sharks’ on the hit reality show Shark Tank. The sharks – titans of industry who have made their own dreams a reality and turned their ideas into lucrative empires, listen with money to invest in other potential profit-making ventures.

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The Secret of the One Percenters

Have you ever witnessed greatness? I’ve been fortunate enough to be able to personally watch some of the greatest athletes of all time. I’ve experienced the unrivaled performance of Michael Jordan, Nolan Ryan, Dale Earnhardt Sr., Peyton Manning, Tiger Woods, and even Trevor Brazile (every blog needs a rodeo reference). I can testify to some…

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Anatomy Of A Bad Sales Manager

It seems to me that every sales VP attended a secret meeting in Vegas a few years ago and they all came to a consensus as to what was the most important focus area for hitting quotas – the front line sales manager. Overnight, it appears, everyone now agrees that the best way to impact…

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The Secret of the One Percenters

Have you ever witnessed greatness? I’ve been fortunate enough to be able to personally watch some of the greatest athletes of all time. I’ve experienced the unrivaled performance of Michael Jordan, Nolan Ryan, Dale Earnhardt Sr., Peyton Manning, Tiger Woods, and even Trevor Brazile (every blog needs a rodeo reference). I can testify to some…

Read More