Roles vs. Titles

One of the primary reasons salespeople fail to reach their earning potential is they don't fully grasp the Role of a Sales Professional. Instead, they think of themselves as a "Major Account Rep" or "Sales Account Executive" or "Customer Account…

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The Desperation of Best Practices

A “best practice” should represent that specific business/sales practice, which the best consistently apply as they work to get to the top of their game in sales. Unfortunately gross over-use and a negligent understanding of what a “best practice” actually…

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The Opening Statement

The opening statement in ANY conversation sets the stage for the rest of the conversation and it's no different in sales. So why do we salespeople all too often choose to sound like everybody else? Take the opening statement to…

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