Featured Resources

Our top 6 pieces that will change your game.

This Simple Sales Tip Will Change Everything You Know About Selling

There’s a little secret to selling that I’d like to share with you. It’s pretty simple yet far too many salespeople don’t do it and it costs them quota, presidents club and more…

The Different Between Gap Selling and Solutions Selling

Gap Selling has been out for over a year now and one of the most common questions I’m asked is, “how is Gap Selling different than
Solution Selling?”

The 4 Types of Questions To Crush Your Discovery

A sales discovery meeting is by far the most important part of a sales process. There is no more important element to selling than the discovery process. Yet, too many salespeople fail at it.

The Art of Good Sales Questions

Can you see the difference between the two questions in this video?

Can you see how they will elicit entirely different responses from the buyer?

The Key To A Successful Cold Call

Here is the thing, you are only as good as your people skills. Period.

There are ONLY 4 Levers Sales Can Pull to Grow Revenue

When sales are down there are only 4 levers leadership can pull to improve sales. That’s it. Knowing what these levers are and how the organization is faring in each of them can be the difference between further decline or growth.

Blogs

11 Things Great Salespeople Don’t Do

There always seems to be lots of ideas and discussion around what great sales people do. I think it’s just human nature to evaluate success and emulate it. We take inventory of what the successful are...

Salespeople: Don’t Be the Customer’s Bitch

You are not the customer’s bitch. You are a great sales person. A great sales person isn’t a go-fer, they are keenly in-tune to a customer’s problems and how to solve them. A great sales...

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Blogs

Tell Your Customer “No”! During Prospecting

Can you tell your customer or prospect no? You better. When a prospect says; “Just send over a proposal,” but won’t give you any information about their company, what they are looking for, or...

Are You Someone’s Booty Call?

booty call:  A late night summons — often made via telephone — to arrange sexual liaisons on an ad hoc basis. Yup! This Urban dictionary definition pretty much nails what a booty call is....

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sales team

How to Scale a Sales Team in the 21st Century

We all want to get big. We all want to grow up and be the big girls or boys on the block, right? Growth is what it’s all about in the world of business, especially in SaaS and technology. Take one look...

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EBooks

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Blogs

The Skill of Learning

When was the last time you broke down the skill of learning? You can be on information-overload all you want, but if you don’t assess the skill of learning, you’re going to waste a lot of time....

Gap Selling vs Sandler Sales Training

All Sales Training Is the Same, Right? You’ve experienced it. It’s the same old tired approaches to the same old sales challenges, with each company attempting to add their own little...

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