by James Muir | Nov 5, 2018 | Adding Value, Book Reviews, Deal Strategy, Discovery/Questioning, Insight, Insight Selling, Messaging, Planning, Sales Process, Selling Skills, Selling to Executives, Selling With Insight, Value Proposition |
Sales Book Review – Eat Their Lunch by Anthony Iannarino Every now and then there comes a book with such far-reaching implications that literally everyone across the sales industry reads it and then begins fervently implementing the guidance in their personal...
by James Muir | Aug 27, 2018 | Book Reviews, Business Development, Deal Strategy, Insight, Insight Selling, Messaging, Negotiating, Planning, Sales Management, Sales Training, Selling Skills, Selling With Insight |
Book Review of The Seller’s Challenge by Thomas Williams & Thomas Saine I’ve had the opportunity to learn all of the major sales systems over the past thirty years. There is merit in every sales methodology. Yet, in training my own teams and in...
by James Muir | Jul 9, 2018 | Attitude, Goals & Time Management, Motivation, Planning, Productivity |
How to Get and Stay Motivated in Sales We’ve been covering the four key areas high leverage in prospecting. Market Message Medium Motivation The last and most important area is motivation. None of these strategies will work if we wont work. The Key Question So...
by James Muir | Jul 2, 2018 | Blunders, Business Development, Lead Generation, Marketing, Planning, Productivity, Prospecting, Referrals, Selling Skills, Tools |
Which Prospecting Channels Have The Best Conversion to Sales? When it comes to prospecting, if we’re going to be successful, it’s important to get clarity around the dynamics of each selling channel. We need to understand the conversion rate to...
by James Muir | Jun 25, 2018 | Goals & Time Management, Lead Generation, Marketing, Planning, Productivity, Prospecting, Sales Training, Selling Skills, Success, Time Management, Tools |
How Long Does It Take to Make 1,000 Sales Calls? We’ve been discussing that despite both seen and unseen challenges the latest data shows that there is a clear path to navigating both sets of obstacles that brings the greatest success. What sales professionals...
by James Muir | May 21, 2018 | Business Development, Inside Sales, Lead Generation, Marketing, Messaging, Planning, Prospecting, Sales Process, Selling to Executives |
3 Key Questions You Must Answer For Effective Sales Prospecting Messaging How do we create effective prospecting messaging? That’s the question we’ve been discussing. Regardless of whether we are inbound or outbound we are dependent on messaging to...
