Special guest, Wayne Schoeneberg joins me on today’s podcast for a discussion on How to ask good questions! To learn more about Wayne visit WayneSchoeneberg.com As an accomplished trial attorney with thousands of trial cases under his belt, he shares his skills of asking questions. Ultimately, he will meet both friendly and hostile witnesses on […]
Are you stuck in the weeds or too lofty to understand the details? Then you need an Altitude Adjustment! Think back to your last several sales calls. Did you get stuck in the weeds in one area? Did you only discuss big-picture topics and never get down into the details of actually doing any […]
And capture the other 75% of available customers A silly reference to Popeye, I know. But hear me out. It’s worth the read What was Popeye’s tag line? “I am what I am and that’s all that I am!” I see many salespeople that follow that same mantra when they sell to their customers. […]
Quit Selling Like Popeye and Pat And capture the other 75% of available customers
What are the 6 Roadblocks to Sales Productivity? From the most organized to the most disorganized, we can all learn something from the Productivity Expert Join me on my latest podcast episode as I interview Cathy Sexton, The Productivity Expert. She shares lessons learned as she went from an overworked accountant to a workaholic […]
Every sales team has them. If you think your team doesn’t, then it might be you! Walking by Carol’s office, I noticed her phone was off the hook and laying down on her desk in front of her as she worked on her computer. “Carol, your phone is lying in the middle of your […]
Cross-train the Empathy-less Salesperson Every sales team has them. If you think your team doesn’t, then it might be you!
It’s more important to your selling success than you think What are the 4 Components of an Iconic Selling Experience (SX)? During sales training workshops, one of the first points I convey is how important you are in creating the Selling Experience (SX) for your customers. Lately, we hear a lot about […]
What’s the Selling Experience (SX) like with YOU? It’s more important to your selling success than you think What are the 4 Components of an Iconic Selling Experience (SX)?
The ethical challenges of selling in agribusiness “You do know that’s metric tons, right?” Don asked me. With that question, my world spiraled into a state of panic. Things were going great. After my first year as a trainee, I had the exciting opportunity to work in the corporate office, helping to manage the […]
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