Territory Planning – A Catalyst Sale Approach Territory planning is where it all begins. You establish the outer guideposts for where you will focus your attention. The broader this range is, the higher the risk. The more targeted, based on … Read More
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The LinkedIn SSI Score – Does it Correlate to Sales Success?
Host Question – What is an SSI Score? Jody threw us a curveball this week, with his own question. He has heard Mike and I give each other a hard time about our individual SSI score, and finally asked – what … Read More
Why Your Leadership is Crushing Your Sales Culture
When you are building a sales team, you want to give them an advantage, so it makes sense to lay out your sales process, step by step, right? You provide scripts, checklists, and a playbook to outline the process so … Read More
The One Step You Miss With Every Sale
What is the mindset of most salespeople when they close a sale? Be honest, if you are like 99% of people in sales when you close a sale you consider your responsibilities are over. Most salespeople think, “I’ve done my … Read More