How to Sell During a Recession

How to Sell During a Recession

by | Jun 24, 2022 | Sales Motiviation

I recently led a workshop for a company’s sales team on how they could succeed during periods of recession and rising interest rates. Much of the workshop was discussion-based, and the topics of conversation were fascinating. Why did this client request such a...
Sales Pros Hate Price Increases

Sales Pros Hate Price Increases

by | Jun 17, 2022 | Sales Motiviation

Note from Jeff Beals — Today we have a guest article written by my colleague Jeb Blount, who just released an outstanding book this week: Selling the Price Increase. Enjoy! By Jeb Blount I clearly remember the very first time in my career that I was asked to go...
Social Discomfort & Networking

Social Discomfort & Networking

by | May 27, 2022 | Sales Motiviation

On your way to a networking event, have you ever worried, “What if I don’t know anyone?” While it might make you uncomfortable, not knowing anyone forces you to use your networking skills. Too many people go to a function and sit in the corner with their friends,...
Take the Initiative While You Can

Take the Initiative While You Can

by | May 20, 2022 | Sales Motiviation

My grandmother turned 110 years old yesterday. Unfortunately, she’s not around to celebrate as she died more than 20 years ago. Even though she’s been gone a long time, I still think of her each year on May 19th. It’s hard to believe that someone who was an important...
Telephone Prospecting Truths

Telephone Prospecting Truths

by | May 13, 2022 | Sales Motiviation

I was presenting a prospecting workshop last week, and something interesting came up during the Q&A section. One of the participants, who seemed a bit agitated by my training content, said: “I don’t do any of this cold calling; I only make warm calls.” His comment...