Welcome to Our Blog

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...

Benefits on Steroids

Benefits on Steroids It’s drilled in your head to turn features into benefits. But what if you put the benefits on steroids? Before I talk steroids, let’s take a closer look at what is actually happening with turning features to benefits. Let’s take a pencil for easy...