Many potential objections can be identified and handled during the Pre-Call Planning, Discovery, and Presentation phases of the Sales Process. […]
You practice how you want to perform because you will perform how you practice.   For that reason, if your […]
There are about 30 different books I’m incorporating into the upcoming CGC Sales University. Of all of those books, here […]
It’s the little things… But “the basics” are not “little.” In fact, basics are HUGE.   Just because something is […]
Russell H. Granger talks about seven important triggers that can be used to trigger a “Yes” during a sales call. […]
This week, we have wisdom from Stephen Covey, Zig Ziglar, General Colin Powell, Neil Rackham, John C. Maxwell, and Marcus […]
After being in the sales and sales consulting space for the past 17 years, I have participated in dozens and […]
One of my favorite aphorisms is “History doesn’t repeat itself, but it often rhymes.” Most everything occurs in cycles. Consider: […]
Consider the age-old concept of the Five W’s: Who – What – When – Where – Why  Even though Why […]
Way back in June of 1999, on a scorching hot blacktop in Quantico, Virginia, Sergeant Instructor Staff Sergeant James bellowed […]