Alas, The Gatekeeper – Your Link To The C-Level

Alas, The Gatekeeper – Your Link To The C-Level

Just about every sales training program focuses on marketing to C-levels, VPs, Directors, Managers and other influencers. Grabbing their attention. Informing them. Conversing with them. Securing their open-mindedness to learn more. Eventually hopefully to commit and...

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The New Math of Prospecting: 1 = 3

The New Math of Prospecting: 1 = 3

One of my favorite topics of discussion is prospecting. I am fascinated when a salesrep will tell me they have a great offering and they know exactly whom to call and what to say. Their enthusiasm is a major plus and confidence is essential, but their focus is just...

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