September 4, 2019

The 2019 Fall Selling Season Starts Today!

A long, long time ago, a good friend/client and I declared the critical eleven weeks between the U.S. Labor Day and Thanksgiving holidays the Fall Selling Season. For several years I published an annual post asking Are You Ready for the Selling Season Sprint?So, I’ll ask you now: are you (or your sales team) ready?Have you…Cleared your […]

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August 21, 2019

I Almost Screwed Up a Big Client Meeting…

Earlier this week three people from a large client came to visit my business partner and me in St. Louis. We’d never met with these particular individuals before, although we did have some email dialogue and a preliminary phone call before this meeting was scheduled.As my team and I were preparing for the client’s visit […]

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July 17, 2019

4 Immediate Benefits from Sharpening Your “Sales Story” (Messaging)

Sharpening what I call our “Sales Story” pays more dividends than you can imagine. When your sales story is spot on selling becomes a completely new ballgame. A compelling, customer issue and customer outcome-focused, differentiating message changes everything, and I mean everything! 1. It gives you confidence – confidence to prospect and confidence to meet […]

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July 9, 2019

The 5 Keys to Becoming a Master Sales Opportunity Creator

“…there are no underemployed true sales hunters. People who have mastered creating and closing sales opportunities are in high demand and command top dollar. There are lots of sellers who can fulfill demand but far fewer who can create it.”  -Mike Weinberg in Chapter 6 of Sales Truth My July 4th post boldly declared that sellers […]

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June 11, 2019

My WHY for Writing #SalesTruth and WHY It Matters for YOU

Credit to Simon Sinek because I sure do hear a lot of people asking others, “What’s your WHY?” And it’s only natural that when launching a new book the first question people ask is, “Why did you write it?” My motivation and mission in writing #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New […]

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