The Foundation of Successful Sales: 4 Qualifying Questions
Here are some basic qualifying questions you should be able to get answered to determine whether a …
Will Technology Soon Turn Sales Reps Into Marketers?
This article by David Dodd in 2015 helped validate my philosophy of sales reps having to be effecti…
Do eyes smile? Guest Blogger, Ed Finn
Great observation on the science of selling in this new COVID world by our Guest Blogger, Ed Finn.
5 Elements of a successful VITO letter (also BASHO)
VITO “very important top executive” letters is an effective way to target a key contact…
Massive action 1999
I was almost put on plan my first year but Massive Action led to Presidents Club the following year…
Omni-channel strategy
Omnichannel means reaching people through multiple mediums – online (Social Selling, email ma…
Building Champions through social selling
You have a 10% chance of closing a deal when you do not have a Champion. A Champion will answer tw…
Omnichannel or become Stan
Did you know Google has a T-Rex on its campus to remind everyone that the mighty dinosaurs got exti…
Social Selling = Value Selling
Anyone can post an article on LinkedIn and then call themself a social seller. Well that’s n…
Massive action presidents club
When I went to Chairman’s club in 2000 it was because of massive action. I believed in what we were doing and then fedexed dozens of...
