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  • The Oldest Tried and True Sales Tactic in the Book :: the Hail Mary.

    July 30, 2020Closers MediaNo Comments

    With football season right around the corner, I figured what better time than now to share the oldest tried and true sales tactic in the book :: the Hail Mary. Just like football, deals have been won and lost using this technique, but in the end…sometimes it is the only way to shake an immovable […]

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  • Reading the Room

    June 10, 2020Closers MediaNo Comments

    Recently I experienced a prime example of the importance of reading the room.  It was an end of day meeting, our 2nd with the client, and all decision makers were present.  It could not have gone better. There were no rolled eyes, no glances at the clock, and NO folded arms for the entirety of […]

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  • The Friend Zone

    May 11, 2020Closers MediaNo Comments

    It’s rare when I decide to write from the other side of the buying cycle but I had an experience recently that reminded me to be cautious of the sales quicksand that is… the friend zone. Like most businesses, we purchase services & technologies just like everybody else. Because of what we do I am […]

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  • Cold Calling : : The Intro

    April 12, 2020Closers MediaNo Comments

    When you answer a call from an unrecognized number, what is the first thing you want to know? If you are like most people it is, “Who is calling?” and “Why are they calling (you)?” This should tell you that the first thing you need to do when learning, prepping, or perfecting your cold-calling efforts […]

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  • BeBG Closers Corner : : The Introverted Sales Star

    March 4, 2020Closers MediaNo Comments

    What is the biggest sales myth of all? That all sale standouts drive shiny red sports cars & love scotch? Is it that we are all extroverted, confident over talkers that can convince anyone of anything because growing up our parents told us so? Statistically, this couldn’t be further from the truth. Today, in the […]

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  • Career Advancement : : 4 Things you should be doing NOW

    February 5, 2020Closers MediaNo Comments

    Don’t go grocery shopping when you are hungry.  Sage advice.  Our decision making is easily skewed by everything that looks good in the moment – only to be regretted later once the emotional hunger pangs have died down.  Career changes can be all too similar.  Sometimes we can plan on when to make our move; […]

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  • True or false : : Attracting, hiring & retaining top 10% sales talent today is harder than ever?

    January 8, 2020Closers MediaNo Comments

    Not for you right? Right… Just to be clear, I’m not talking about your lone wolf sales person who drains the swamp and then dials it in. No, I’m talking about the type of rep that produces enough revenue to carry the quota of a few under performers quarter after quarter while motivating and lifting […]

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