Feb 26, 2020

Are customers giving you all the credit you deserve? Paul shares three examples to reinforce and validate the value you deliver.

Show Notes:

“Nobody gets the credit they deserve; you only get the credit you ask for.” Therefore, its… 

“As most people are unaware of the air they breathe; most customers are unaware...

Feb 19, 2020

Paul shares three tips to help you sell against a (sucky) competitor without badmouthing them.

Show Notes

“We all have that one competitor that everyone loves to hate.” 

It’s shocking how some customers choose a solution that is vastly inferior to other alternatives. Yet, these same decision makers are not likely...

Feb 12, 2020

Relationship building is a critical skill for salespeople, especially new salespeople. In this episode, Paul shares several relationship-building tips. 

Show Notes

The foundation of any good relationship is trust. As a new salesperson, your initial goal shouldn’t be building relationships, it should be...

Feb 5, 2020

Have you ever struggled to compete with Amazon? In this episode, Paul shares several ideas to help you compete more profitably, even against Amazon

Show Notes:

Is Amazon really that tough of a competitor? Our research shows that customers want more than cheap prices. 

“Although Amazon can beat your price, can they...