Questions Glass
The Power Of The Word What Part Three

Part Three: What’s really motivating your prospect? In Part One of The Power of The Word ‘What’, readers learned that ProActive Sellers qualify prospects using questions that start with the word ‘what’, instead of ‘who’. In Part Two, we dove into what date is really important...

Calendar
The Power Of The Word What Part 2

Part Two: Understanding a Buyer's Method In Part One of The Power of The Word ‘What’, we discovered how ProActive Sellers qualify prospects using questions that start with ‘what’, not ‘who’. The ProActive Selling MMM qualification process focuses on three key decision areas (Money, Method, Motivation) by...

What
The Power Of The Word ‘What’

Part One: Superstar Salespeople Ask ProActive Questions Jim thought he’d make an excellent sales person because he was outgoing, inquisitive, and friendly. He made friends easily and did great in college. Fresh out of college, his five-year plan included zipping up to VP level and buying...

Sales Culture 5 Stage2
Changing Sales Culture

How To Separate The Good From The Great Change is the driving force in a successful sales culture. How a team adapts to that change will determine how successful it is. Whether you are new to the arena or you’re a seasoned bull rider, here are...

Winning Every Day
Win Every Day… You’ll Conquer The Year

Life With Intention Separates Sales Superstars From The Amateurs Right now my laptop’s wallpaper is black with these words in bold white: DON'T THINK ABOUT WHAT CAN HAPPEN IN A MONTH. DON'T THINK ABOUT WHAT CAN HAPPEN IN A YEAR. JUST FOCUS ON THE 24 HOURS IN...

Know the facts
The Cure for The Prospecting Blues

Hunting For Leads Is A Lot Less Scary When You Know The Facts Cold calling. Prospecting. Gathering leads. You’ve seen me talk about these subjects in videos, blogs, and in my books. So why do I keep harping on it? Because it’s the biggest elephant on...

Spring Training

Going Back to the Basics – Even the Pro’s Forget the Basics The only time that’s more ideal than right now to focus on basic core competencies is yesterday. Professional athletes practice during the off-season, going back to basics so they can stay sharp and competitive....

Star Performers: Hiring the ProActive Way

The painful truth: It takes a long time to get rid of a bad hire. On average, 9-12 months. Ouch. Have you seen sales organizations that seem to hire right the first time, and you’re wondering if it’s just good luck or a secret formula...

Closing the C-Suite: Communicating with the ATL Executive

The communication style preferred for Above the Line buyers (CEO, COO, VP’s, etc.) is drastically different from that of their Below the Line (Managers, technical buyers, end users) counterparts. Skip Miller’s newest book, “Selling Above and Below the Line”, explains that Above the Line (ATL)...