Blog

COVID has completely changed selling. Is your team ready?

The old adage “the only constant is change” could not be truer, both now and in the last few years. This is especially the case when it comes to selling. COVID and the work from home reality have created a new landscape for salespeople, the likes of which have never existed before. Salespeople used to…
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SALES ISN’T OBVIOUS

One of the biggest mistakes I see made in sales today, especially for technology product companies, is the assumption that the customer obviously understands the benefits of their product. Most companies who manufacture goods for the B2B environment are great at telling their audience all the wonderful features their products have. Rarely however, do they…
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OPPORTUNITY TRIANGULATION: HOW A DOLLAR BECOMES A QUARTER.

As a sales leader, it’s customary to have weekly or monthly sales meetings. During these meetings, the sales leader will often go around the table (or call) and ask each of their sales team members to talk about upcoming opportunities. The purpose for this type of round table discussion is several fold. It gives the…
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