Stop Recruiting and Ignoring Salespeople
Many businesses spend a ton of money recruiting salespeople, but then ignoring the ones they have. David: Hi and welcome to the podcast, today co-host Chris Templeton and I are here
The LAIR Method: A 4 Step Success Cycle
Some people say that education is never wasted. I completely disagree. My feeling is that unapplied education may be the biggest waste of all. That's why the LAIR Method, our
The MVPS of Marketing and Sales™
In sports, MVP stands for most valuable player. In The MVPs of Marketing & Sales™, the letters MVP stand for Message, Vehicles and People. These three components are arguably the
How to Think, Act & Communicate Like a Leader
In the past you've said that market leaders think, act and communicate differently than the rest of the population. What do you mean by that? And how can people start
Exploring the Idea of Market Domination
You talk a lot about market domination, is that just for effect or are you serious about it? David: Hi and welcome to the podcast today. I am joined once again
From Stealth Mode to Intimidation Mode
Many businesses can start out and plod along for years without making any serious inroads in their marketing. But those who want to grow more quickly, need to take a
Maintaining Control of the Sales Process
A lot of sales training focuses on the idea of maintaining control of the sales process: Directing attention, leading the conversation, deferring questions about price until the end. Essentially it's
How Many Prospects in Your Pipeline?
It would be great if we were able to close every prospect we ever targeted, but that's just ridiculously unrealistic. So how many prospects should we have in our pipeline?
Selling More to Your Existing Clients
Everyone knows it's generally easier selling more to your existing clients than it is to sell to new customers. Still, many salespeople and business owners focus a lot of attention