At the recent Sales 2.0 Conference in San Francisco, I talked about identifying and replicating the
A Litmus Test for Lead Engagement: 3 Questions You Must Answer If You Want the Business
by Dave Decker | Jun 15, 2016 | Message from the Mentor
How do you get the attention of a prospect long enough to start the conversation? In his recent
6 Tips for Dealing with Angry Customers
by Rachael Bowling | Mar 16, 2016 | Message from the Mentor
Few things are more frightening for a sales professional than an angry customer! But like all scary
Did the Exploratory Process Save Lego?
by Ed Albertson | Mar 9, 2016 | Message from the Mentor
Ten years ago, Danish toymaker LEGO was experiencing double digit losses annually, and was at risk of debt default. A decade later, in 2015, the company reported a 25% increase in revenues and a 31% jump in profits. How’d that happen?
Examples of Dimensional Questions
by Ed Albertson | Jun 30, 2015 | Message from the Mentor
In a recent issue of Message from the Mentor, we talked about the importance of Dimensional
Is Insight Enough to Win the Sale?
by Jeff Seeley | Jun 10, 2015 | Message from the Mentor
Recently there has been a great deal of attention placed on the importance of offering new insights
Are You Asking the Right Questions?
by Ed Albertson | May 13, 2015 | Message from the Mentor
Do you want key customer insights that will facilitate valued solutions and dramatic res
“Do It Yourself” Never the Best Sales Approach
by Jeff Seeley | Jul 22, 2012 | Message from the Mentor
As we all know, sales is such an interesting profession. We interact daily with customers who are o
Consultative Selling Made Simple
by Jeff Seeley | Mar 18, 2012 | Message from the Mentor
“Consultative Selling” gets a lot of play as an industry-favorite buzz phrase and has become a prima
Effective Communications the Key to Success in Sales & Beyond
by Carew International | Mar 20, 2011 | Message from the Mentor
I have always believed that the communications skills central to the Carew sales training curriculum