The Importance of Questions

    by Mike Carroll on Thu, Jun 3, 2021 @ 18:06 PM

    Just as salespeople can easily get wrapped around the gears of talking about features and benefits, throwing out industry...

    Coaching to Reach Decision Makers

    by Mike Carroll on Thu, May 27, 2021 @ 16:05 PM

    It is obvious that more sales will happen if your team starts the conversation with people who have the ability to say...

    Psyched to Sell

    by Mike Carroll on Thu, May 27, 2021 @ 10:05 AM

    How excited is your sales team? How passionate are they about your product or service? There's nothing worse than sitting...

    Cost Per Opportunity

    by Mike Carroll on Wed, May 12, 2021 @ 17:05 PM

    As the old saying goes, management gets what management measures. What would happen if you put some focus on tracking...

    Remote Selling In Era of 'Social Distancing'

    by Mike Carroll on Fri, Mar 20, 2020 @ 10:03 AM

    Here are two videos I posted on LinkedIn as the coronavirus forced salespeople to work remotely. 

    The first talks about...

    One of the common stumbling blocks we see holding salespeople back is self-limiting beliefs that prevent them from moving...

    Creating a Client Scorecard

    by Mike Carroll on Mon, Oct 14, 2019 @ 15:10 PM

    We have been working with a lot of our middle market clients lately on implementing or refining scorecards for sales or...

    Living in the Land of Ahs

    by Mike Carroll on Sun, Sep 15, 2019 @ 13:09 PM

    One of the things that absolutely destroys sales is when the buyer perceives a lack of confidence in the sales person. If...

    Salespeople and sales leaders often ask us: "What can  I do to stand out?" This is particularly important when selling in...

    The Importance of Simplicity

    by Mike Carroll on Sun, Sep 1, 2019 @ 11:09 AM