Mastering Sales Onboarding: Tips for Training New Reps
Replacing someone due to poor onboarding can cost 50% of their annual salary.
How Do I Get More Good Leads
Let's cut to the chase on how to attract the high-quality leads that want what you’re offering.
Reframing the Recruitment Riddle
Your lures have to be more attractive than the same-old benefits package of your competitors.
Recruiting, Rewarding and Retaining
33% of high performers plan to leave their company. But if they're formally recognized it drops to 14%.
How Well Do You Know Them?
What the Chamber of Commerce and a wedding bartender know about your customers and 25%-95% profit growth.
The Missing Element in Sales Training: Mastering Resilience
Optimistic salespeople sell 56% more, but how do they stay positive?
Is Retail Service Really Dead? A Lesson in Patience and Understanding
How to model understanding so your team feels better and delivers for your customers.
Unconditional Gifts: The Key to Influence – Part 1
When does the law of reciprocity backfire? When your "gift" isn't a gift.
The Psychology of Priming: Enhancing Sales Receptivity
Because words matter. But more importantly, their order matters.
Mastering the Process: Inside the Mind of a High Achiever
Behind every high achiever is a system for success. Jay was new to sales and the ideal subject for my experiment.
Before the Sale: Craig Arthur on Profitable Relationships – Part 2
Sending staff to help customers without training is like abandoning them.
Curiosity: The Salesperson’s Secret Weapon
Buyers take curiosity as a signal that this salesperson is engaged, listening, and will meet their needs.
Personality or Procedure?
Focusing on personality & flash helps you become top of mind. But without processes in the background, the work falters.
Building Your Culture is Your Brand
What sets exceptional companies apart? The story. The people. And every customer interaction.
The Right Way to Build Rapport
When a salesperson thinks, "I am going to make you like me no matter what" and overdoes it, customers recoil away.