Dec 26, 2023

Paul provides valuable tips for conducting a productive annual review with your existing customers.

Show Notes

Your customers are busy with other priorities. So, it’s critical that you remind them of the value you provided over the past year.

Part of your annual review must be to reexamine their needs and ensure that...

Dec 18, 2023

Paul gives you a few things to think about regarding your relationship with e-commerce. 

Show Notes

Is online ordering a threat to your livelihood? Then perhaps you’re just an order taker, not a value creator.

If an organization provides a digital platform for ordering, then the salesperson has no choice but to find...

Dec 11, 2023

Price increase fatigue? Paul offers multiple tips to help you and your customer through those inevitable price-increase conversations.

Show Notes

Your attitude is absolutely critical when presenting price increases.

Your company is for profit. It’s okay to make money and be compensated for your value. The profit you...

Dec 4, 2023

Paul offers valuable tips that will keep you filling your pipeline, even during a slowdown.

Show Notes

Be sure you have a healthy list of opportunities: no less than 10 to pursue over the next 3 – 6 months.

In tough times, more people will be involved in the decision making process. Do you know the four types of...

Nov 27, 2023

During this winter holiday season, we are revisiting Paul's interview with speaker and author of The Go-Giver, Bob Burg. 

Always give value to others.

"Be a go-getter (a person of action) and a go-giver (someone who is absolutely laser-focused on providing immense value to others)." 

Don't be a go-taker (someone...