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Developing Trust

In this video, we address how to build trust through: Regular frequency and interaction Identified and shared goals through 2-way communication Integrity - do what you say you are going...

Christmas Card Marketing

In this video, we address how timing in B2B sales is the hardest variable to manage. Learn how: Christmas Card Marketing is not enough Being memorable eliminates the variable of...

What Motivates You? Understanding Personality Types in the Workplace with the DiSC Model

It is important to get the right people on the bus and go in the right direction. Often, however, the bus ride can be challenging. Each individual may be trained...

45 Seconds to Sales Success

By: Jennifer Nietz

I often get asked by clients to let them see our call script. We don’t use scripts, but rather prefer what we refer to as call plans. Call plans are...

Remember… Don’t Give Up What You Want Most for What You Want Now

Think of the last time you set a goal for yourself or your company. You set your strategy. You set benchmarks.  You had everything in place in order to achieve...

The Day Facebook Called Me

It was any normal Thursday in my sales and marketing world as I was doing some list pulling and making calls to some of my client’s high-value targets, and then...

Action will Delineate and Define You: 2 Mental Models for an Action Planning Process

By: Mark Frasco

“Action will delineate and define you.” –  Thomas Jefferson I just finished reading a biography of our third president, “Thomas Jefferson: The Art of Power,” by Jon Meacham. Ironically, I write...

Scientia Potentia Est. – Why You Need Learning & Knowledge for Your Sales Process

By: Mark Frasco

I don’t speak Latin, but I’ve done my research. What Sir Francis Bacon was saying in the 16th century was “knowledge is power.” So, if that is true, you could...

Industry Report – Industrial Construction

By: Jennifer Nietz

What is industrial construction? Industrial construction includes the building of assembly plants or factories that have a primary purpose of manufacturing goods. This article will take a look at trends...

The New Conceptual Selling

Title: The New Conceptual Selling Authors: Stephen E. Heiman, Diane Sanchez Executive Summary: In 1987, Miller Heiman published their groundbreaking book that challenged the current thoughts about sales at the time and...