In the Adoption Continuum, The Early Majority are the first big group after Early Adopters and are known a Pragmatists […]
The Little Things can seem trivial because the are so… Basic. Don’t be deceived. Remember that “Goals are for losers […]
When you enter the arena of ideas, the slings and arrows will come hard and fast. When you compete in […]
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 […]