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Business Development

The Top 10 List for Sales Awesomeness

Today, we are going to look at a top 10 laundry list that I had a little bit of fun with. These are the top 10 things to keep in mind if you want to be awesome at sales: 1. Don’t worry, be happy. We’re all familiar with that song, right? A lot of times in […]


The RACC Model to Overcoming Objections

Last time, I talked a little bit about the BASS selling process/model. Just to recap, the acronym BASS stands for: B – Build a relationship with your prospective client. A – Ask great questions. S – Solve a need and provide a solution. S – Secure the next step. As you go through the BASS […]


BASS – Creating a Reliable Sales Process

I want you to imagine a business networking group that you’re a part of. This can be fictional or true. And this group has provided a lot of quality referrals for you in the past. It’s just an excellent business networking group. Now, imagine that when you go to the meetings, there’s usually a routine […]


The Triangle of Sales – Product Knowledge, Process, and Mindset

Today we’re going to talk about a subject that is near and dear to my heart. It’s the area of business that I started my career in. Yes, we’ll be looking at the art of being awesome at lead conversion. In other words, sales. Now, I want you to imagine a triangle. And as you […]


What Is Pareto’s Principle?

If you’re a business person, it’s possible that you have heard the 80/20 rule (also called Pareto’s Principle) in reference to your customers or clients. For example, that you make 80% of your sales, from 20% of your clients or customers. But that isn’t the only 80/20 rule that we live our lives by. The […]