By Jeff Beals Does your company have raving fans? The term “raving fans” has become business lexicon ever since Random House released a book called Raving Fans by Ken Blanchard and Sheldon Bowles 15 years ago. The book was intended to help companies improve...
By Jeff Beals The typical sales professional is excited when they land an in-person meeting with a prospect. This is your change to make your pitch and state your case. We call it the “sales presentation,” but that term is actually misleading. Just because...
By Jeff Beals Sales professionals searching for insight into prospective clients would be wise to think of themselves as detectives. The more research you do on a client the faster you speed up the sales cycle and the more likely you are to increase transaction size....
By Jeff Beals I’ll never forget that summer afternoon in 2001 when a very unique man walked into the commercial real estate office where I worked. He had just moved to my city from a different part of the country, and he brought some impressive ideas with him. He...
By Jeff Beals Ask any sales professional about the key to success, and there’s a good chance they’ll say, “You have to listen to your client.” As a sales strategist, I meet with many successful sales reps, managers and executives. I always ask them about the secret...
By Jeff Beals “Buyers are liars.” That’s an age-old saying in the sales profession, and I hear salespeople use it from time to time. I’m not a fan of the saying, because using it can emotionally pull you apart from a client, but there have been times when I too have...
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How to Move Your Competitors Out of the WayNovember 8, 2019
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