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The Fourth quarter is arguably THE most misleading quarter for us sales reps. Why? I get into that, and what you should consider doing differently in this FREE sales lesson. Don’t have the time to learn? I bet your competitors LOVE you 🙂 Please right click HERE to download this episode or scroll down and have a … continue reading »

Staying in touch with ALL of your clients, prospects, people in your social network, etc, can be quite the daunting task! That’s why many sales reps miss opportunities, especially ones they desperately need; In the fourth quarter! But how do you possibly stay in touch when you have a “shitton of people” you’re trying to … continue reading »

This is a bit of a bittersweet post for me because on one hand, I always wanted to sell out an event, but; On the other hand, I know there will be some people upset that they can no longer purchase a spot in tomorrow’s webinar. I decided to limit the enrollment on this one … continue reading »

This is a post that quite frankly, I should have written several months ago, BEFORE many of you set the dates for your annual Sales Kickoff Meeting but what the heck; There are many of you who have clients and prospects who go on “Mental Sabbatical” right after Thanksgiving and that means things slow down radically for … continue reading »

The Fourth quarter is arguably THE most misleading quarter for us sales reps. Why? I get into that, and what you should consider doing differently in this week’s episode of The Sales Playbook Podcast. Please right click HERE to download this episode or scroll down and have a listen via the handy/dandy audio player. Important … continue reading »

There’s something really simple you can do to keep your deals moving forward, and; Even give you an early warning signal when a deal is BEGINNING to stall out. Send your prospect a “Project Map” detailing everything you both must do, and the dates the actions items MUST be completed. Here’s how I utilize this … continue reading »

If you’d like to get a few more deals across the finish line BEFORE year end; Make sure you’re signed up (to either join us live or to receive the replay) for our How To ROCK Your Sales In The Fourth Quarter webinar. We’re about to close out registration so you’re going to need to act FAST! … continue reading »

As we head into the fourth and final quarter of 2019, there’s going to be a huge push to get EVERY drop of business, in the bank, BEFORE year end! Our focus in the months ahead will become closing deals and there’s nothing wrong with that, right? Think again!!! Many sales reps take a bullet … continue reading »

I asked a question on LinkedIn, Facebook, and Twitter and was totally shocked by the consensus! I asked; “Do you typically change your tactics in the fourth quarter?“ Over 90% gave me a variation of “No!”. While I haven’t dug deeper into why they feel that way, my gut tells me; If it worked in … continue reading »

Today, we’re going to take a page from Verizon, Progressive Insurance, and NAPA Auto Part’s playbook! All three have leveraged a sales tactic that most sales reps miss completely; Making Intangible Things TANGIBLE! Let’s take a quick look at each of these companies and how they absolutely ROCK this tactic! Verizon Take a look at … continue reading »