Blog

The 2020 Summit will be held March 4-6 at the Rosen Centre Hotel in Orlando, Florida. Here are three reasons you should book your slot today.

There are only three resources we need to be successful in sales. They aren’t good brochures, better prices, the “gift of gab” or any of the other myths and lies made up about and by salespeople.

It’s that time of year. The holidays loom, there is a chill in the air, and countless articles appear providing guidance to sales representatives about how to close the year strong. The five, ten or twenty best strategies are outlined in checklists to insure end-of-year success. “Contact every client” is an action often recommended, as is “Revisit prospects who have chosen another vendor.”

Mike Montague interviews Pat McManamon on How to Succeed at Being an Intentional Sales Manager.

We’ve all heard the sobering statistics that winning a new major account costs far more than keeping one – depending on the study you read, perhaps twenty times as much. And we’ve all heard how even a small increase in a firm’s overall major client retention rate has an exponentially positive effect on revenues and profits. We also know, of course, that, on the flip side, decreases in retention rates produce similarly negative impacts, often devastating and long-lasting.

Mike Montague interviews Doug Cohen on How to Succeed at The First 30 Seconds of a Prospecting Call. 

Animals are wired to move toward pleasure and away from pain. Where we can go sideways when qualifying is not uncovering if the pain our prospect feels or gain they seek to realize is enough for them to take action.

Mike Montague interviews Wayne Dehn on How to Succeed at Overcoming Childhood Messages.

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Mike Montague interviews Dan Stalp on how to succeed at redirecting prospects’ head trash.