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Your Competitive Advantage

Are you familiar with Consumer Reports? At one time Consumer Reports was the be-all and end-all of product reviews. Now we have sites like Amazon, Wire Cutter, and Authority Adviser to review products and companies. But what if the “Consumer Reports”...

Fill The Pipeline Challenge – Month 4

It’s amazing… we’re already on Month 4 of the Fill The Pipeline Challenge. Click on these links If by any chance you missed Month 1, Month 2, or Month 3  to get you up to date on the Fill the Pipeline Challenge. Ashely wrote this about Month 3: ...

Why Start With Why?

Simon Simon has a simple but powerful model for inspirational leadership – starting with asking the question “Why?” Can we apply this theory to reps who aren’t meeting expectations?

What’s Next? Closing the Sale

What’s Next? Closing the Sale A common Sales Fail is Ending the Call Without a Clear Next Step. Because saying, “I’ll get back to you in a few weeks.” is… well we all know… the kiss of death.” We train reps to end strong with clearly defined next steps. One way is to recap the discussion, state...

Shake It Up – Lead Differently

Shake It Up – Lead Differently Do you ever find yourself in a rut? Find the customers and sales reps have the same issues over and over again? Is it just another day and everything is the same? It’s time for you to shake it up and try some new leadership. Be a little different. 5 Ways to...

Move Over. Get Out of Your Own Way to Sell Simple.

Move Over. Get Out of Your Own Way to Sell Simple. Do you know anyone who complicates everything?   I do and it’s frustrating as heck. If you’ve got reps who are complicating the sales process for your buyers, they too are frustrated and end up buying from someone else. On the next sales ride along with...