Dave Brock — March 29, 2019 Follow @davidabrock — March 29, 2019 We know questions are critical to our success as sales people. Sadly, we ask too few, choosing instead to pitch our products and solutions, hoping the customer has some interest in considering them, though we often don’t know why. Most modern selling programs … Continue reading Changing The Questions
Category Archives: Sales Guide
Unlocking Your Exponential Growth Matrix
Jacqueline Nagle — September 21, 2018 Follow @https://twitter.com/SpeakableYOU?lang=en — September 21, 2018 I LOVE BUSY! When it’s the right kind of BUSY. The last few weeks we in the world of SpeakableYOU have been incredibly busy; delivering our signature Speaking Workshops, working across the country to deliver our knockout Sales Training workshop, establishing a strategic … Continue reading Unlocking Your Exponential Growth Matrix
Step Into the Branch of the Future
John Aves — September 18, 2018 Follow @cp2experience — September 18, 2018 Changing customer behaviours, online and mobile migration, fintech and digital disruption, legacy systems, outdated, the death of the high street. Phrases often used to explain why the bank branch will soon be consigned to the history books. The reality underpinning the prediction is … Continue reading Step Into the Branch of the Future
How to Read Minds: Use These “Tells” to Make Uncertain Decisions
Karl Sakas — September 17, 2018 Follow @KarlSakas — September 17, 2018 Facing uncertainty as you make decisions at your agency? You can use decisionmaking “tells” to keep moving forward. When you’re making decisions, you rarely have all the info you need—you need to decide with incomplete or conflicting data. For example, some job candidates … Continue reading How to Read Minds: Use These “Tells” to Make Uncertain Decisions
When it’s Time to Change Your Prices
Zach Heller — July 21, 2018 Follow @zheller — July 21, 2018 First, a fact. Too many people at too many companies see price as a constant. They believe in the “set it and forget it” mindset when it comes to pricing. Once you have settled on a price for your product or service, you … Continue reading When it’s Time to Change Your Prices
Benefits That Blow
Maren Hogan — May 9, 2018 Follow @marenhogan— May 9, 2018 We talk about benefits all the time, but sometimes we find ourselves offering employee benefits that cause more issues than they solve. It’s a crying shame too, because most of the time, in offering a benefit, an employer is trying to make life better, … Continue reading Benefits That Blow
Pick Your Swim Lane
Elliot Begoun — May 7, 2018 Follow @intertwinegroup — May 7, 2018 This is going to sound strange and a bit counter-intuitive. Opportunity can be an existential threat to an early-stage brand. As odd as that is, it’s true and if not recognized it can be a brand’s quiet killer. Too many opportunities can be … Continue reading Pick Your Swim Lane
The Essentials of Anticipatory Sales
Daniel Burrus — May 5, 2018 Follow @DanielBurrus— May 5, 2018 Everyone is accustomed to the traditional dynamic of selling. A customer desires something and, from there, someone else sells them a product or service to address that desire. Great salespeople convert a want into a need. But, with technology transforming both ends of the … Continue reading The Essentials of Anticipatory Sales
The Compelling Case for Hastening Slowly
Bob Apollo — April 5, 2018 Follow @bobapollo — April 5, 2018 In “The Tortoise and the Hare” Aesop describes a race between a slow-moving tortoise and a fast-moving over-confident hare. Despite the skittish hare racing ahead at first, his slow-but-steady competitor arrives at the finishing line ahead of him. This widely-told ancient fable has … Continue reading The Compelling Case for Hastening Slowly
4 Ways To Stay Motivated When You’re Afraid You Won’t Make Quota
Dusti Arab — February 15, 2018 — February 15, 2018 When you’re in the business of turning a No into a Yes, it’s an uphill battle making sure you’re staying on top of your quota (and your attitude) in the face of what can feel like daunting circumstances. And this month, you’ve been watching your … Continue reading 4 Ways To Stay Motivated When You’re Afraid You Won’t Make Quota
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The Battle: The Shelf – The War: The Cart
