This One's For Bruce!

Posted July 31, 2012

A few years back, when I worked for a very large printing company, I met a true sales rock star named Bruce Truitt! Bruce is one of the company’s top performers that I profiled for a best practices study and quite frankly, he’s a rare breed! I could go on and on about all the … continue reading »

"Resource Positioning" Yourself To Success!

Posted July 30, 2012

For the last 15+ years, I have always ended meetings with prospects with something I call “Resource Positioning”. “Resource Positioning”, in it’s simplest form, is an invitation for your prospect to utilize you as a resource. Pretty basic stuff, right? Not really . . . most people don’t do it and yet it can –       … continue reading »

Treat Yo Self!

Posted July 29, 2012

There was an episode of Parks and Recreation where two of the characters had this annual “Treat Yo Self” day. It was a day that they (get this) treated themselves. While the way they went about it was a tad silly, I have to admit that I really dig the concept I mean here we … continue reading »

One Question That Might Rule Them All

Posted July 29, 2012

This one question might throw you off guard. There’s nothing sophisticated or glamorous about it and yet . . . It can impact your business big time. In order to get the full benefit of this question, it needs to be asked of several people in your organization and guess what? It all starts with … continue reading »

Two Ways Your Competitor Will Eat Your Lunch

Posted July 26, 2012

Many sales reps make two really bad mistakes once the courtship with a prospect transitions into marriage . . . They stop researching the company, their contact, key players etc and . . . they only do a thorough needs analysis once! There are mucho problems with this. 1)    You can miss important “triggers” that … continue reading »

Defaulting To Our First Time

Posted July 22, 2012

A few months back, I found this store. I know, weak opening, but stay with me 🙂 It took me 3 months to realize that I was an idiot and was taking the “scenic route” to get there. I had been taking a really stupid route to get there, that basically made no sense when … continue reading »

The Sunday Dinner Test

Posted July 18, 2012

This is a guest post from Derek Hoffman, President of Bellatoris Consulting ME What’s on tap for this weekend? MY WIFE David and Victoria invited us over for a cookout. ME I thought we’re supposed to get a huge storm on Saturday? MY WIFE They invited us over for dinner on Sunday.  It’s supposed to … continue reading »

4.3 Billion Reasons To Add Social Networking To Your Sales Mix

Posted July 17, 2012

According to the latest report from Radicati Group, there are currently 2.7 billion social networking accounts worldwide and . . . That number is expected to jump to 4.3 billion worldwide by year end 2016. Social Networking isn’t some temporary trend folks . . . its here to stay and its growing quite rapidly in … continue reading »

Last Chance To Enroll In Castain’s Summer Sales Camp

Posted July 16, 2012

For those of you who like to wait until the last minute . . . the last minute has officially arrived to enroll in my summer sales camp program. Here’s what you can expect . . . (6) 45-60 minute webinar sessions, once a week for 6 weeks starting this Weds, the 18th. Here’s the … continue reading »

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