Oct 30, 2023

Paul provides seven things you must do to ensure that your next training initiative sticks.

Show Notes

Focus on the leaders among your sales team, those folks that others look to for advice. Get them onboard with your training initiative and then leverage that bandwagon effect.

Once your team starts utilizing what...

Oct 23, 2023

Paul had the pleasure of interviewing Anthony Iannarino about his new book, The Negativity Fast, and is excited to share Anthony’s practical advice to salespeople facing tough times.

Show Notes

“…get rid of the negative part by doing something positive. …find somebody to help and see if you can lift them up. I...

Oct 16, 2023

Paul shares five sure-fire ways to craft your presentation into a unique customer experience.

Show Notes

Use analogies relevant to the decision maker and their business.

Incorporate industry-specific terms in your presentation: buzz words of value.

What do your company and the customer have in common? Find...

Oct 9, 2023

Paul gives some tips and ideas to get your sales team firing on all cylinders and performing consistently at their peak.

Show Notes

The underlying issue for inconsistent sales performers is a failure to manage their pipeline.

Make sure your team has a steady flow of new opportunities entering their pipeline. Use the...

Oct 2, 2023

Paul shares ideas on how to have better conversations with your customers—conversations on value rather than price.

Show Notes

Anytime you discuss price before you can communicate value, your price is going to be too high (so says the customer).

As a customer-focused seller, you’re not changing the conversation from...