Adding Value is Not An Option…

…adding value is the ONLY option. It’s intuitive to most that sales people we need to add value on every sales call and in every interaction with a customer or prospect.  We’ve got to be: Solving Educating Providing Helping Guiding Or any other combination of acts of service to our customers and prospects. What wasn’t at first intuitive to me […]

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5 Keys to Sales Territory Management

When the strategies, initiatives, and priorities begin to stack up, it may be time to return to the basics and execute.  Because remember, when everything’s important….NOthing’s important.  So start here: Blocking and Tackling….If a football team’s offensive line can’t do their job with excellence and protect the quarterback, no series of Hail Mary plays will ever win the game.  If […]

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