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How to Build Long-Term Customer Relationships in Sales
Ask any top-performing sales pro what really moves the needle, and you’ll probably hear the same thing: strong customer relationships. Not the surface-level, “How was your weekend?” kind. We’re...
View ArticleThe Power of a Great Sales Team Name
Every strong sales team has its secret weapon. It’s not just about quotas, commissions, or coffee-fueled cold calls. It’s about identity. And one of the fastest ways to build identity? A team name...
View ArticleSales in Higher Education? Yes!
I Like Helping People – Not Selling to Them When I started in higher education, I was an Admissions Advisor. My role? Conversions and enrollment goals. But what I really loved was helping people. And...
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Why You Should Ask “Why?” (And 20 Creative Ways to Do It Without Sounding...
You don’t need to be a parent to know the power of the word “why.” But if you are a parent, you’ve probably heard it no fewer than 30 times before breakfast. There’s a reason this little question...
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The Dos and Don’ts of Selling Etiquette: How to Build Trust and Close More Deals
Sales is high-stakes. It’s competitive, commission-driven, and filled with pressure. In fact, 67% of sales professionals are close to burnout, according to Thrive Global. When stress levels run high,...
View Article3 Barriers to Understanding Your Customer’s Reality
Ever thought you were on the same page as someone, only to find out you weren’t even in the same book? It happens all the time in sales. We’re laser-focused on our agenda, our pitch, or our...
View ArticleYou Made It to the Top. Here’s How to Stay There: 3 Tips for Retaining...
Picture this: after months (or maybe years) of grinding, strategizing, and crushing it with your key account, you’ve officially landed in Preferred Position. This is the sales sweet spot—a coveted...
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A Complete Guide to Customer-Salesperson Relationships
Let’s talk relationships. Not the kind you find in dating apps, but the ones that power your sales success Whether we’re talking personal or professional, the healthiest and most satisfying...
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LAER: The Bonding Process® is Essential for Effective Selling
It’s no secret—sales success isn’t just about hitting numbers. It’s about building trust, solving problems, and creating meaningful connections with your customers. But in today’s fast-paced world,...
View ArticleStop Making It About You
Why Focusing on Your Customer is Key to Solving Problems (and Keeping Clients) We’ve all been there. Your biggest client calls, but their voice is strained, and their tone is unusually formal. “I need...
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Is Your Sales Training Budget Going Down the Drain?
Investing in sales training is a smart move, but only if it drives measurable improvements in your team’s performance. Many organizations struggle to measure the true return on investment (ROI) of...
View ArticleTop 3 Things That Create a Healthy Sales Culture
Yesterday, we shared our CEO Jeff Seeley‘s interview with Tricia Benn of The C-Suite Network. They explored the critical role of company culture in driving success – something we’re passionate about...
View ArticleTom Brady’s 7 Leadership Principles
I’m a sucker for a good leadership article, especially when it involves sports. This morning, while attempting to savor another cup of pre-chaos, scramble-to-get-the-kids-to-school coffee, I came...
View ArticleThe Best Questions You Can Ask in Sales
Every successful sale starts with uncovering your customer’s Gap. As a sales professional, you must be able to ask the right questions at the right time, actively listen, and uncover the why behind...
View ArticleMastering the Art of Selling to Multiple Decision-Makers
The days of a single decision-maker are fading. According to Gartner, the modern sales process is increasingly complex, with 6.8 people involved in the average B2B buying decision. This means sales...
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5 Reasons Your B2B Prospects Aren’t Buying (and What You Can Do About It)
Lengthy purchase cycles, multiple stakeholders, and difficulty building consensus are challenges faced by sales teams across industries – making delays in the buying process more and more common....
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3 Key Benefits of Open Enrollment Workshops
In addition to providing customized training for client-specific development initiatives, Carew conducts open enrollment workshops throughout the year (peek the full schedule below). This allows...
View ArticleYes! Sales Training Can Improve Your Company’s Culture – Here’s How…
Culture is such a big word. And if the “Odds Are” Factor taught me anything, it’s that dictionaries define words, but people give them their meaning. So, what does the word “culture” really mean?...
View ArticleWhy Your Sales Emails Are Getting Ignored (And How to Fix It)
Sales emails are a cornerstone of prospecting and modern outreach, yet it often feels like shouting into a void – replies are scarce, and that carefully crafted message you spent valuable time on...
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Can My Daughter’s Dance Move Transform Your Sales Success?
Last week, in my meeting with our CEO, Jeff Seeley, I couldn’t help but gush about my four-year-old daughter Josie’s first dance recital. Her whole class was adorable, performing “Under the Sea” from...
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