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How to Increase Your Sales Using Eulogy Virtues

Some called him a war hero, others a giant of the senate, still others, a truth teller, regardless of politics or party. Late Saturday night, John McCaina great leader father and husband departed from life. His daughter, Meghan McCain, wrote a stunning tribute, one...

Taking The Sales Conversation Beyond Price

We hear from salespeople all the time who think price is the most important factor to buyers, and loyalty from working with preferred vendors and partners no longer exists. But is this true? We brought together a panel of buyers for a webinar called Cracking The...

How to Master the Mind Game of Sales

I’ve always looked at sales as a mind game because there is so much planning and strategy involved. One could even say sales is a lot like golf. You’d never hit the ball until you analyze and reflect on the lie, wind speed, distance and direction and a hundred other...

Improve Your Sales Conversations Now – It’s Easy!

Most sales people agree that planning ahead of time for important sales calls is a precursor for successful call outcomes.  However, based on my observation in working with hundreds of sales people over the years, many continue to ‘wing it’.  Sales call after sales...

Are You Ready to Accelerate Your Sales This Week?

Hello. It’s Shari here. Writing from beautiful Park City, Utah. I have been blown away by the number of requests I’ve received on social media and email asking me to share prior video posts from my  LinkedIn and Facebook to help accelerate sales. Everyone seems to...

Can Your Team Become Challenger Types?

Ever since CEB/Gartner published The Challenger Sale in 2011, the book has attracted much publicity. It provides five different profiles based on research of 6,000 individuals. Challenger Lone Wolf Hard Worker Problem Solver Relationship Builder This research...

Do This to Beat Your Competition

Those pesky competitors!  They seem to show up in every deal and exactly at the wrong time too.  Also, the numbers of competitors is multiplying at an alarming rate.  You need a strategy to beat them and you need it quickly.  Start by analyzing your competitor from...

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