Carefully curated knowledge shared by some of the brightest minds in revenue growth.
The Oldest Tried and True Sales Tactic in the Book :: the Hail Mary.July 30, 2020No 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 […]View More
Reading the RoomJune 10, 2020No 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 […]View More
The Friend ZoneMay 11, 2020No 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 […]View More
Cold Calling : : The IntroApril 12, 2020No 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 […]View More
BeBG Closers Corner : : The Introverted Sales StarMarch 4, 2020No 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 […]View More
Career Advancement : : 4 Things you should be doing NOWFebruary 5, 2020No 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; […]View More
True or false : : Attracting, hiring & retaining top 10% sales talent today is harder than ever?January 8, 2020No 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 […]View More
// IS REVENUE GROWTH A TOP PRIORITY?
Grow your revenue [and sales confidence] through performance based sales coaching.