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If I Were Your Prospective Client

If I Were Your Prospective Client

If I were your prospective client, I would tell you your emails are invisible. I would tell you I am a busy person with a lot of responsibility. Nothing important in my world is handled with an email. I would tell you to call me if you have something worth my time. If you ...

If I Were Your Sales Manager

If you were my salesperson, I would tell you to start your week on Sunday by planning your schedule for the upcoming work ...

The Problem of Needing Deals More than Your Client Needs Your Help

There are two types of salespeople: those who need a deal and those who don’t. Sales organizations also fit into one of ...

Selling the Relationship

There are two ways you might sell. The first uses a transactional sales approach in which the sales rep takes an order. ...

The Implications for Transactional Sales Approaches

Every sales leader wants greater revenue, which is the primary strategic outcome for which they are responsible. However, ...
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Free Range Salespeople vs. Technology Pod Dwellers

The last few posts I published on LinkedIn have revealed generational differences. The content suggested salespeople should ...

The Lies Salespeople Tell Themselves About Clients Not Wanting to Meet in Person

A salesperson commented that he had not had a face-to-face meeting since 2020, even though he has asked for a face-to-face ...

How to Prepare for a Sales Call

After you have made hundreds or thousands of sales calls, you can become so comfortable that you stop preparing for a sales ...

What Kind of Salesperson Will You Be?

You are responsible for what kind of salesperson you are going to be now and in the future. I am going to try to convince ...
Sales Manager Challenge

The Decline and Fall of the Trusted Advisor

In the past, a salesperson would aspire to become their client’s trusted advisor. They wanted to be the person their client ...

Sales Reps vs. Research Platforms and Impact

Yesterday, an entrepreneur engaged with a post about what buyers need from you. His platform allows sales organizations to ...

The 12 Benefits of Being One-Up In B2B Sales

In Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative, readers will find a ...

The Story Your Client Needs to Hear

You have been taught, trained, and told stories in sales. These stories may include your company’s history, starting from ...
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Sell To People Who Buy What You Sell

B2B sales continues to regress as many leaders value efficiency above all else. For these leaders, they believe that they ...

B2B Sales and the Dance

For as long as anyone can remember, sales leaders have sought a way to ensure their team wins deals. They spent a lot of ...

The Importance of Reading and Research in B2B Sales

Mark Twain once said that someone who doesn’t read is no better off than someone who can’t read. Yet, here we are in the ...

Following Up with Existing Clients in B2B Sales

After a long pursuit, you have won your dream client. You have a signed contract, your operations team is executing, and you ...

Our Communication Breakdown in B2B Sales

Many salespeople want to act strategically but choose transactional communication mediums. You may believe no one wants to ...

Enduring Principles and Changing Sales Methodologies

Occasionally, I am challenged on my belief that sales has evolved—and it continues to. I often hear something like, “The old ...

The Importance of Self-Reporting in B2B Sales

Your CRM can capture dozens of metrics. It can record each salesperson’s activities, document opportunities as they ...

What Your Buyer Needs From You

If you believe that selling is difficult, know that buying is often more difficult. Part of what makes buying challenging is ...
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Are You Ready To Solve Your Sales Challenges?

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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

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