Category Archives for "Sales Story"

May 27, 2017

Salespeople Should Never Answer This Question

Politicians typically are not great examples for us. But the one area where skilled politicians continually impress me is in their ability to deftly answer a different question than the one they’re asked. In many cases, it’s not that they are avoiding the question, but that they are intentionally focused on communicating a particular message to the […]

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August 25, 2016

Is Your Sales Story (Messaging) Compelling or Repelling?

An effective sales story (or messaging) changes everything. And I mean everything. Your “story” is your most critical sales weapon partly because your “story” ends up in all of your other weapons. Think about it. Your LinkedIn profile has elements of your story. Your prospecting emails and proactive phone calls use pieces from your story. […]

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February 15, 2016

7 Valuable Highlights from a Client Sales Leadership Retreat

Last week I had the privilege of joining a company’s management team and key salespeople for their annual leadership retreat held in Blowing Rock, North Carolina.  I was impressed with and energized by this company’s leaders and its culture from our first interaction. It was fun working with them to prep for the full-day session they asked […]

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February 16, 2015

6 Powerful Sales and Culture Lessons from a Great Visit to Butler University

My oldest son and I just returned from two fantastic days at Butler University in Indianapolis. Several events drew us to the campus this particular weekend. There was an admitted students reception prior to Saturday evening’s basketball game against highly-ranked Villanova, and the College of Business put on a full-day program Friday offering the opportunity to […]

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