Category: News

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We reject the old and outdated sales approaches that are still being used by many sales organizations and their sales teams-as they are no longer effective in the third decade of the 21st Century. We recognize that most of B2B Sales Training is a rehashing of other’s work with a small number capable of creating…

So you’re considering becoming an Outside Sales Representative? That’s gutsy! You must love a challenge. Perhaps you’re an adrenaline addict. Perhaps you simply prefer a career where you don’t have to pretend to be busy sitting at a desk for eight hours a day. Either way, congratulations—you’re about to leap into one of the most…

Oh, look who finally decided to build their personal brand.

Most sales training programs fail—not because of the content, but because of their inability to drive long-term behavioral change in sales teams.

There is a very common way to lose a deal you might have won had you avoided the tendency to talk about yourself, your company, your clients, and your solution. We call this the legacy approach. In Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative, you will find an exercise that…

Oh, look who it is.

Oh, hey there.

Being able to identify when you are One-Down can be the first step to becoming One-Up.

Most sales professionals chase deals with little chance of success—here’s how to focus on high-probability opportunities and increase your win rate.