sales excellence

books recommended by Bill Gates
By | March 21, 2019

Life & Leadership: Books Recommended by Bill Gates

By just about any measure – success, wealth, intelligence, humanity, integrity – Bill Gates is an exceptional individual. A recent […]


Leadership Development, Recommended Reading
By | March 12, 2019

Value Selling Drives Personal Satisfaction & Sales Success

It’s simple. Our goal in sales is to close deals. Closing is how we make our living and often how […]


Diagnosing Customer Needs, Exploratory Process, Relationship Building, Sales Differentiation, Value Selling
The Spiritual Well-being of B2B Sales Professional
By | June 6, 2018

The Soul of the Sales Professional

Graduation season always reminds me of the most compelling and memorable commencement speech I have ever heard. The speaker acknowledged […]


Sales Motivation
How to Get LinkedIn Recommendations for Sales
By | January 18, 2018

Failsafe Process for Getting LinkedIn Recommendations

Recommendations and referrals are the gold standard of sales leads. It makes sense, then, that sales professionals take a proactive […]


Social Selling
common email mistakes
By | January 11, 2018

3 Tips to Avoid these Common Sales Prospecting Email Mistakes

Email comprises such a large portion of our communication with customers, it’s important to be sure each and every email […]


Communication Skills, Prospecting
Sales should not be an interrogation
By | October 12, 2017

Is There Such a Thing as TOO MUCH Exploratory in the Sales Process?

In Carew’s sales skill training programs, we often talk about the importance of information gathering as a means to fully […]


Exploratory Process, Odds Are
Trader Joe's Sales Differentiation
By | October 3, 2017

Sales Differentiation and The Winning Ways of Trader Joe’s

Next time you are tempted to blame industry trends for your sales woes, or are engaged in another pricing debate […]


Leadership Development, Sales Differentiation
Differentiating Yourself in Sales
By | September 21, 2017

Differentiation… Is It About What You Sell, or How You Sell?

What comes to mind when you hear the term “differentiation?” If we automatically think of products and services when we […]


Sales Differentiation
Sales and Catastrophes
By | September 14, 2017

Of Catastrophes and Sales…

The unprecedented dual hurricane and flooding disasters in Texas and Florida have left these communities and countless families devastated, and […]


Sales Training
Exploring with Customer for Sales Success
By | August 17, 2017

Three Benefits of Exploring for Sales Success

“If You Want To Be Interesting, Be Interested.” – David Olgilvy In pursuit of sales excellence, we often talk about […]


Exploratory Process, Relationship Building
By | July 27, 2017

Shaming Customers is Never Productive

It can be truly frustrating when a hot prospect suddenly goes “radio silent,” or the customer who was in full […]


Odds Are
Instant Gratification and Sales Professionals
By | June 22, 2017

Need for Instant Gratification Undermines Quest for Greatness (in Sales Professionals)

We’ve probably all heard the phrase, “Rome wasn’t built in a day,” meaning greatness takes time. Given that truth, it […]


Relationship Building
Summer Sales Splendor
By | June 8, 2017

Turn Summer Sales Slump into Summer Sales Splendor

Summer months can be viewed as the dreaded sales slump or a welcome reprieve from the hectic pace the rest […]


Relationship Building, Seasonal
Typing a Sales Email
By | May 12, 2017

First Words That Will Engage Prospects

This week, we continue our look at improving our odds for lead engagement by looking at words, phrases and salutations […]


Odds Are, Sales Training
Many Thanks
By | November 17, 2016

Are Your Customers Thankful for You?

This time of year, we often reflect on all the things for which we should be grateful. As a litmus […]


Relationship Building, Seasonal
 
 

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