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I am often asked by salespeople to explain the best method of identifying the highest-potential prospects to target. “How can I find these prime pro...

A “quota sloth” is a salesperson that does not focus on the tasks necessary to fill a pipeline of prospects at all stages. Quota sloths are usuall...

When I ask salespeople who their number 1 competitor the response is usually the name of another company that they often face in the marketplace. But,...

Objections are the single most valuable tool in a smart salesperson’s toolbox because they provide incredibly valuable insights...and because most c...

Maybe once you worked with the buying team for many months. You had access to the “key decision maker”. You received positive feedback about your ...

STEVE’S QUICK GUIDE TO OVERCOME OBJECTIONS

This reference guide helps you understand how to think about managing objections and gives you strategies to respond to common client concerns.