WINNING AT SELLING

Jun 7/2022

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  Is your sales conversation the same as it was 5 years ago? Do you still have that tired company pitch that extols the virtues of your organization? Are you caught in the cycle of fact-benefit-confirmation? Is your customer supposed to provide the information and you match up the solution? Well, it’s time to change your[...]
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  Have you ever worked in a company that just seems to be off balance with its people?  Like a car with a misaligned front end.  You are limited in how fast you can go.  Where do you begin to look to find the problem? Is the problem the process, or the people and how they[...]
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  A-B-C. A-always, B-be, C-closing. Always be closing! Always be closing!! A-I-D-A. Attention, interest, decision, action. Attention -- do I have your attention? Interest -- are you interested? I know you are.  You close or you hit the bricks! Decision -- have you made your decision? And action. A-I-D-A; get out there!! You got the prospects[...]
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  As the adage goes - We battle our head and heart constantly in our day to day actions.  Often when we don’t see the results of our intentions or actions and we get down on ourselves.  Some have said, Nobody can be harder on me than me.  And I’m one of those people.  So, if[...]
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  Having no plan is really a plan to fail. But by thinking through our goals we can develop the detailed steps we must accomplish in order to attain that big objective. As the saying goes, “How do you eat an elephant? One bite at a time.” And as a sales professional you will need to[...]
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  We all have different goals and priorities.  Measured on different benchmarks.  Fueled by different motivations. Have you ever met someone and wondered what their motivation is for doing what they do? What’s in it for them?  We present our solutions to prospects with a WIIFM approach, but how about when someone is selling to us.[...]
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  Dr. Dennis Waitley once said, “You must look within for value, but must look beyond for perspective.” Our customers are looking for value, but to gain their perspective we need to look at the issues from their point of view. Only then can we make a sale that delivers that value. So, get ready to[...]
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  Do we learn more from successes or failures?  Regret can be a wonderful teacher if we let it. How do with treat regret?  Success can validate us, but failure keeps us in the game – if we get back up.  Do you want to stay in the game and do better in the future?  Don’t[...]
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  Could it be that the key reasons that a salesperson loses a deal is through self-inflicted wounds? Is it possible that the mistakes they make when interacting with a prospect are the very things that cause the sale to be lost or “put on hold”? Get ready for what might be a painful self-examination as[...]
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  What is the difference between sales and marketing? Where does one stop and the other start? Who has the most influence on the decision? Who goes first? I feel like this discussion will be like debating which military branch is most important.  You don’t have to participate, but if you are curious enough to learn[...]
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  I heard someone say that they treated their sales territory as if it were their own business. It seemed to make sense to me so I thought Scott and I should discuss the pros and cons of thinking like an entrepreneur. So be ready to take control as Scott and I venture into a capitalist[...]
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  The most successful salespeople will admit the best leads they receive are from referrals.  Referrals serve as evidence of a “transfer of trust.”  What have we shared about building trust in a sales conversation.  It’s the only way you receive honest answers.  When the TIMING is right and TRUST is high, you increase your chances[...]
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  Some believe that a salesperson is born, not made, while other believe a salesperson is made and not born? Leaving us with the question, are some people psychologically predisposed to be better at selling? Or can anyone, with the proper training and motivation become a high performing sales professional? It’s an interesting question that deserves[...]
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  Sales is an emotional career.  We trade our time and hope our wager turns into a winning hand.  But not everything is within our control. The marketplace is changing, the economy is in flex.  While we need to keep our head up while moving forward. That may not be as easy as said.  If you[...]
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  John Maxwell says that “The key to your success is found in your daily routine.” The highest paid and most successful salespeople have developed routines that get them focused on the most crucial tasks to drive their sales. You can change your level of success by developing better work habits. So, pull out your Day[...]
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  As the adage goes – the separation is in the preparation.  Add other famous quotes like – Professionals don’t practice on prospects – throw in a sports analogy - and I think you will uncover the theme of today’s show. So, suit up as Bill, and I welcome speaker, author and sportscaster, Joe Schmit to[...]
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  Is any sale a good sale or should the salesperson be concerned about profitability? Do you get paid on raw sales amounts or are you compensated on the profitability of the final numbers? Can salespeople be trusted to negotiate the final contract or do the immediate dollar signs get in their eyes. Well, hold on[...]
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  Most of the time your prospect is someone else’s client or customer.  You may have a better product or service.  You may even have a better price.  However, it is going to take more than that to convince your prospect to be your next sale.  If you want to change minds, hearts and souls -[...]
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  Do you dread the idea of Monday mornings? You know the start to another miserable week at your job. Seldom is the problem the job, instead it’s the people we work with and work for. It has been said that people don’t quit a company, they quit bad managers. If you are experiencing these feelings[...]
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  Ever ask yourself how you won or lost the sale, as you walk back to your car?  As you debrief, what did you concentrate on and want to repeat – or regret and refine before applying again?  What can you control, how can you better prepare and how do you increase your chance of making[...]
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  Son of a nutcracker! The prospect just told me that they are looking at a couple of other vendors for this deal! I hate it when that happens! I know our product is good but what can I do to win this sale? What you can do my apoplectic sales professional, is take some notes[...]
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  Sales is fundamentally an extended conversation with prospects, suppliers, providers, clients, customers, and colleagues. What gets talked about, how it gets talked about, and who is invited to the conversation will determine what will happen or won't. If you want to have better conversation with yourself and others, stay tuned as Bill, and I welcome[...]
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  It’s coming, in the very near future. It’s just around the corner. You can’t run and you can’t hide. It will be upon you before you know it. That’s right – the new year – 2024 is less than a month away. How will you prepare? Well, a good start would be to listen as[...]
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  Seasoned salespeople will adhere to a sales process.  A system with a predictable outcome.  But does that work when selling newly launched products.  Think about it.  What objections and stalls do you hear when selling a new product or service? If I’ve created a new interest in selling newly launched products, turn up the volume,[...]
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  As sales professionals we know that if we can be seen as a trusted expert rather than a peddler, we will attract more clients, develop stronger relationships and maintain a better profit margin. The question is, how do we elevate ourselves to that level of proficiency? Fortunately for all of us our guest, Kelli Schutrop[...]
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  While Professor Plum and I do our best to be clear about how to win at selling, sometimes we can muddy the waters as we debate about the most effective way to get the job done. We can be so confusing, that our listeners feel the need to write in and ask us to clarify[...]
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  As sales professionals and leaders, most of us have overcome the overwhelming feeling of rejection and disappointment.  We risk our emotions every day on a quest to seek validation, please others and serve when there is an opportunity. Does this sound familiar? Just a reminder, this is safe space as Bill, and I discuss Avoiding[...]
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  Everywhere you look there are “hiring” signs. I talk to colleagues and clients, and they tell me how hard it is to find capable sales professionals. Yet, more often than not, when I start consulting with a new client, I find that they are consciously or unconsciously, doing everything they can to annoy the heck[...]
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  Do you remember your first sales manager?  What did they do that worked and what lessons did you learn from their mistakes.  Too often sales managers are created for the wrong reasons and lead the sales teams into unsuccessful territory.  But that won’t happen to you because you are listening and learning.  So, get out[...]
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  There are forces in nature. Invisible forces that act upon all physical objects and beings. Some of these forces can be destructive or restrictive such as friction or gravity. And others can be constructive or multiplying such as focus and repetition. Today we want to consider one of these forces and determine if we can[...]
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  Emotionally risking is a typical bet salespeople make every day. Not risking is the surest way of losing. How can you increase your chances of winning? How can you reframe your mindset to overcome the conceptual barriers that limit your results?   Learn how to conquer the greatest weakness salespeople experience as Bill, and I discuss[...]
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  According to the US Bureau of Labor Statistics there a 13,183,250 people listing their job title as sales or selling. They have a mean annual wage of $50,370 (and that is really mean!) and if you are in the 90th percentile, the average wage is $94,040. That tells us that there a lot of sales[...]
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  It has been said people do not leave companies, they leave bad managers. What are the signs your sales team is considering other options - outside of the company?  And I'm not talking about new clients through prospecting. I'm referring to salespeople looking for other companies to sell for. As a sales manager what do[...]
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  I imagine that most of our listeners are pretty good at selling. I would even wager that most of you are in that vaunted Top 20 Percent that make most of the sales for your company. Perhaps that gives you a little swagger at the awards convention. But really, that is a pretty small pool[...]
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  A new study of 1 million people revealed that a positive attitude makes you dramatically more successful! Those who are happy at work are more committed to their organization, rise to positions of leadership, achieve higher sales, and suffer fewer health problems.  Happiness should not be an afterthought for selling. It should be an essential[...]
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  Are great salespeople similar to great athletes? They certainly have a desire to win and for many, sales can be more lucrative than sports. But it’s not easy to be the best and it’s not something for the weak of heart or the lazy of character.  So, lace up your cleats as Scott and I[...]
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  AI is becoming more popular and confusing. What is real and what is the output of a formula? But we cannot ignore this movement. Let’s see what ChatGPT responds with when asked for the Top Challenges Salespeople experience in the marketplace.  Standby for real advice with over 82 years of experience – before AI, as[...]
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  Is there a difference between a "sales situation" and a "crisis situation"? Do they both require strategic crisis communication techniques? Chances are, you haven't often thought of a sales call and a crisis communication the same way but you might after this podcast! Fortunately, we’re not in a crisis mode because Scott and I are welcoming crisis communication[...]
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  Timing is everything.  This saying also applies to sales training.  Often leadership gets excited about increasing sales quickly, but not developing the areas that support the sales process, messaging, marketing, and overall effectiveness. What frustrates salespeople, prolongs results, interrupts the customer journey, all at the expense of loss opportunities, which cannot be calculated?  Interested in[...]
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  What you believe about yourself and your ability to succeed resides deep down in your psyche. It is the accumulation of your personal experiences and also what you have been taught by family, teachers, coaches and other important influencers in your life. But experience can teach us the wrong lessons and many of the aphorisms[...]
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  How many times during the day – in a sales call, prospecting for new clients, conducting a presentation, or leading a meeting – is it vital for you to ask for something you want to achieve your goals? Yet many of us don’t…we don't ask for what we want. Rather, we sabotage ourselves through bad[...]
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  Some employees are fortunate to have their organizations provide a comprehensive and ongoing development program in which they can participate. But for many salespeople and those of you who are solopreneurs, these is no comprehensive program. So, what do you do? If your smart, you’ll pay special attention as Scott and I discuss Take Control[...]
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  How are decisions really made? We know people love to buy but hate to be sold. With every decision there is a criteria, process, and motivation, and a person involved. What else do we need to know? What are their priorities, beliefs, preferences and in what situations do they thrive, and others they want to[...]
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  There are many issues which cause us to be fearful. Darkness, loud sounds, heights and closed in spaces can all cause this feeling. In sales we might suffer from a fear of rejection or failure or crazy enough, success. I doubt if anyone is completely fearless and could have survived past the age of 12.[...]
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  What do you concentrate on during the day? What do you dwell on? What is your motivation? We all have an internal operating system built on a set of beliefs and powered by our true motivation. Let's get motivated and get into alignment as Bill and I consider Uncovering Motivation on episode 571 of the[...]
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  Are you unhappy with your company or your sales position? Do you feel that there are better opportunities out there for the taking? Is your company not treating you right? You are not alone in these feelings. Many sales professionals wonder what they should do. So examine with Scott and I if you’re in a[...]
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  Creating influential conversations is the goal of every salesperson.  The outcome is a collaboration between the prospect and salesperson, agreeing on the exchange of value for a price.  Sometimes salespeople need to negotiate to create and define what’s most valuable in the exchange.  Let’s spend some time together and crack the collaboration code as Bill[...]
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  Achieving and maintaining the right mindset is crucial to your success in sales. It gets you up before you can get down and sustains you when the process gets hard. But what is the right mindset and how can I get myself to that position? So “clear the mechanism” as Scott and I discuss The[...]
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  Persuasion and influence is not always a prepared presentation, it’s an overall process — a process of learning about your criteria, audience, building their trust, and building a case that addresses their interests.  Today, we will address six techniques you can apply to persuade a prospect, customer or client to invest their funds when budgets[...]
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  We are all a combination of strengths and weaknesses. Our strengths allow us to get tasks done quickly with a feeling of competence while our weaknesses can cause us frustration, procrastination and consternation. The question is, what do we do about this conundrum and how do improve our performance?    Let’s start by pulling out[...]
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  Conversations have a sequence with different directions. General questions at the beginning and detailed ones near the end. Based on the information acquired the duration and outcome of the conversation will vary. During this time, are you having a discussion or a dialogue with another person?  What is the difference?  Are you ready to get[...]
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  Networking can be a great way to meet new prospects, but many salespeople find it intimidating, frustrating or without value. If that’s the case for you, perhaps you don’t know how or where to do it correctly.   So let’s get focused on making small talk as Scott and I discuss, Get the Most Out[...]
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  Peter Drucker once said – “Culture eats strategy for lunch.” The common topics of blogs and podcasts are often focused on retention, recruiting, and defining the overall culture. “I heard a quote, “Culture is defined by what leadership is willing to tolerate.” Are you ready to create some options of transforming your culture, or do[...]
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  Sales is a difficult and often lonely business. Despite all of those meetings, lunches and golf dates each salesperson, at the end of the day or week or month, is left alone with their quota and their commission check. If we didn’t do so good, we can turn to our sales manager for help, if[...]
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  Stress is caused when you don’t feel in control of your life, your normal routine is disrupted, you don’t feel productive, and you have no idea when the recovery from the disruption will appear. Resilience is a choice based on being prepared, adaptable and optimistic. How can you prepare? What is holding you back from[...]
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  What percentage of leaders in your career would you work for again?  The typical response is less than 27% or “none of them!"  And then there are those memorable leaders who have inspired us and moved us to want to work with them again. They leave footprints of success we can all learn from. What[...]
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  Often when salespeople concentrate on the sales process versus the customer experience, they increase customer dissatisfaction. People love to buy, they hate to be sold. How you communicate and deliver value in today's marketplace is based on the customer's experience when making a purchase. Learn how to create valuable experiences when engaging and converting prospects[...]
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  In Glengarry Glen Ross, sales motivator, Blake, tells the sales team to “ABC – Always Be Closing. It’s close or hit the bricks.” And he represents what many people envision when they think of salespeople. But in his own belligerent way he is correct. At some point we need to close the deal, to get[...]
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  Your mobile phone has an operating system.  Your automobile runs on multiple circuits making up the operating system. Our belief system makes up our personal operating system. AND your sales role and business runs on an operating system. Learn how your operating systems can contribute to an improved P&L, as Bill, and I welcome our Guest:[...]
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  We are almost to the end of the first quarter of the new year. For many sales professionals it has been a difficult start. Our economy is exhibiting record inflation and in an effort to quell it, the FED has raised interest rates from 0 in January, 2022 to almost 5% today. Gas prices almost[...]
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  Every day you trade your time for better results and a better life.  No two people make the same Time Trades, as everyone is different.  Beginning with intention and ending with action will determine your results, your life, and define your reputation. Thank you for investing your time, as Bill, and I discuss Managing Your[...]
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  What has the biggest influence on your decision to purchase an item?  Is it the price, availability, scarcity, or the brand?  If it’s the brand, how can salespeople be effective - or are they really needed?  No, this is not a doomsday warning, but it may help you stay alive as Bill and I welcome[...]
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  Some business leaders and financial professionals make decisions based on fear versus opportunity. If these opportunities are ignored, the chance of increased revenue is lost, because the focus is on fear.  You cannot increase revenue by cutting expenses. Listen up, as Bill, and I discuss Revenue vs. Expenses on episode 553 of the Winning at[...]
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  Revenue is a big factor in understanding customer value, but it isn’t the only measure. There are a number of other issues that must be examined. By looking at a customer critically we can ascertain their true value to the organization and determine the level of service they should receive. So pull out your calculators[...]
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  Did you make a list of New Year’s Resolutions? Is it difficult to stick to multiple resolutions. It’s easy to get fired up about a grand idea for the first 30 to 60 days of the year. Then, run out of steam. Perhaps your good intentions fade into the background as you get caught up[...]
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  Your initial interview is going along well when all of a sudden the prospect says something like, “Can you believe what those idiots in Washington just did?” What do you do? Do you agree with them or  - do you disagree? Or do you just keep your mouth shut and hope she moves on? And[...]
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  Money is a tool and resource to managing your life and career and your success, in either, is based on how well you behave with it.  Is it skill, luck, guilt, or greed. Open up your purses and wallets, as Bill, and I discuss Your Relationship with Money and other interesting ideas on episode 549[...]
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  “Sales is a contact sport.” We have all heard that before. I like the saying, “If you can take a call, you can make a call.” Sales is also a proactive game, with prospecting being the start of the sales conversation. Listen up as we discuss how to start more conversations as Scott, and I[...]
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  Sales meetings are a weekly scheduled activity.  Leading the sales team by maintaining bilateral communication, sharing scorecards while receiving market changes, conveying company direction; and delivering coaching, training and performance goals. So, what does an effective sales meeting look like? Join us for roll call and attendance as Bill, and I discuss Leading Effective Sales[...]
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  It’s the beginning of a new year and we naturally consider how last year has gone and what we want to happen in the year to come. But what can we do so that there is a positive change and how can we make this year better than the last? If these questions resonate with[...]
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  Knowledge has timing and sometimes it’s out of step. We may have heard the answer in the past but didn’t know the question until now. Now that the answer has been forgotten. Are you in a philosophical state of mind? Stay tuned to hear the questions and answers -together - as Bill, and I answer[...]
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  How can I get my work done when there are so many meetings – and most of them are just a waste of time! If you find this to be a challenge at your company, you are not alone. Recently one of the world’s most successful entrepreneurs sent a memo to his employees on just[...]
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  Ever have a bad day turn into a bad month. Sometimes we fall into a rut and it seems nothing is working, the leads are all bad and the quotes stop turning into purchase orders.  We take emotional risks without getting a good return on our time, effort and operating expenses. How do we turn[...]
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  What attributes separate the common salesperson from a truly successful sales professional? Is it being a “good talker” as we so frequently hear? Or is it the courage to call on anyone at any organization? Is it some kind of “superpower” that they have, or could it be something simpler than that?   Maybe today[...]
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  Often unconscious human behavior is grounded in a need for validation or vindication from others.  We have a desire for approval of current behavior or a yearning of clemency for past discretions. Both can limit your progress and development. Remember: you are in the circle of trust, as Bill, and I discuss Validation or Vindication[...]
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  According to a Hubspot survey conducted in 2016 only 3% of respondents believe that salespeople are “trustworthy”! Only 3% - that’s pretty low. But it’s not my fault is it? Or your? Well, perhaps it is. Because we are all responsible for how our profession is perceived by our customers. So we will be as[...]
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  Outstanding leaders are outstanding listeners. And when you are in sales, you’re a leader. As we interact with prospects, clients, customers and colleagues’ successful relationships start with listening. And if you don’t listen to know what they are talking about – you don’t know what you are talking about. So, let’s talk about it.  And[...]
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  Outstanding leaders are outstanding listeners. And when you are in sales, you’re a leader. As we interact with prospects, clients, customers and colleagues’ successful relationships start with listening. And if you don’t listen to know what they are talking about – you don’t know what you are talking about. So, let’s talk about it.  And[...]
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  You never get a second chance to make a first impression – or so the saying goes. If that’s true, then we should have a better understanding of how people judge us and how they determine if we are the type of person with whom they want to do business. Likewise, we should understand when[...]
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  The market is constantly changing. New companies are being launched. Seasoned businesses are merging; while others are closing their doors because they are no longer relevant. As we start to focus on a new year, now may be a good time to revisit your value proposition and how to present it to others. Stay tuned[...]
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  The market is constantly changing. New companies are being launched. Seasoned businesses are merging; while others are closing their doors because they are no longer relevant. As we start to focus on a new year, now may be a good time to revisit your value proposition and how to present it to others. Stay tuned[...]
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  Each of us gets 24 hours in a day and 7 days each week. So how is it that some people get SO much more done than others? Is it luck, planning, smarts or something else? Scott and I are excited to welcome one of those people who get a lot done and he is[...]
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  Self-awareness is the instigator of beliefs, thoughts, attitudes, and actions. People judge us by our behaviors.  We judge ourselves by our intentions. Let’s take an inward journey as Bill and I discuss Self Reflection – 5 Question to ask yourself and other fascinating topics on episode 535 of the Winning at Selling Podcast.
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  Self-awareness is the instigator of beliefs, thoughts, attitudes, and actions. People judge us by our behaviors.  We judge ourselves by our intentions. Let’s take an inward journey as Bill and I discuss Self Reflection – 5 Question to ask yourself and other fascinating topics on episode 535 of the Winning at Selling Podcast.
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  How do you feel about accountability? How can accountability produce better results for me and my organization? Does being threatened make people more creative or less creative? What is the difference between responsibility and accountability? Learn the answers to these questions as Bill and I Welcome Sam Silverstein author of The Theory of Accountability to[...]
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  Setting goals is crucial to success. But the truth is that many people don’t set goals and if they do, they seldom write them down. Are you a goal setter or could the lack of goal setting be keeping you from getting that big commission check? Let’s analyze our success process as Scott and I[...]
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  What do you do when the prospect hesitates, when they start coming up with objections to the deal? Do you have a plan? Is there still a play to be made? And why did this have to happen? I thought it was all going so well, and now the deal is going down the drain[...]
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  What is the most important step in the sales process? Some say the first one. Others respond with the Interview step. Seasoned salespeople reply with ‘the close.’  All of these are important, but without active listening you will not make a difference in someone’s life by selling them your best offering – and could make[...]
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  Do you follow your manager or leader?  What’s the difference between leaders and managers? What makes good one, better ones, and the best ones? And why do people want to follow the best, no matter the role? How can you create better leaders or better followers? Listen up as the Professor is “off the leash”[...]
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  The conversation between prospects and salespeople is constantly changing. Imagine a full count in a baseball game with 3 balls and 2 strikes, bottom of the ninth, tied score with 2 outs. The pressure, on the pitcher to throw another strike and win the game; and the batter to deliver a hit and stay in[...]
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  What do prospects look for in a salesperson? I submit following through on promises.  This requires accountability to ourselves, our employers and most importantly prospects, so they become clients. Stay tuned to learn how to overcome your fear of accountability, as Bill and I discuss What is Accountability? And other great ideas on episode 528[...]
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  What are “best Practices” when it comes to the world of selling. We all want to be individuals, and sell in unique ways. But in reality, there are effective processes and some that just don’t work. Today we have an opportunity to learn form the successes of other salespeople. So, put on your critical listening[...]
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  As sales professionals we can sometimes feel as if we are alone in the world of business. That what we experience and how we feel are all wrapped in our unique bubble. But that’s not true. There are millions of salespeople out there dealing with the same issues and emotions as we do. And periodically[...]
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  As a consumer, we are battling with price increases on our essentials; food, gas, housing. We explore options, but don’t find relief.  Is it possible, as salespeople, we must impose a price increase on our customers?  Are they exploring options?  How will we know?  How can we keep our customer after a price hike? Lower[...]
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  Do you want to sell more? Of course you do! That’s why you listen to this podcast. The question is, do you sell scientifically? That’s a pretty good question and I’m not sure if I could answer yes to it. But this episode’s guest will be able to help us find an answer and a[...]
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  That’s not Fair - is a common reaction when you don’t get your way. You react, thinking the incident is closed; and the time and experience has no future value. But are there ways to make the outcome better than just fair? I say yes. Learn the valuable lessons learned through undesired outcomes, as Bill[...]
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  That’s not Fair - is a common reaction when you don’t get your way. You react, thinking the incident is closed; and the time and experience has no future value. But are there ways to make the outcome better than just fair? I say yes. Learn the valuable lessons learned through undesired outcomes, as Bill[...]
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  That’s not Fair - is a common reaction when you don’t get your way. You react, thinking the incident is closed; and the time and experience has no future value. But are there ways to make the outcome better than just fair? I say yes. Learn the valuable lessons learned through undesired outcomes, as Bill[...]
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  That’s not Fair - is a common reaction when you don’t get your way. You react, thinking the incident is closed; and the time and experience has no future value. But are there ways to make the outcome better than just fair? I say yes. Learn the valuable lessons learned through undesired outcomes, as Bill[...]
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  Salespeople are busy! Contacting, prospecting, networking, appointments, creating proposals, following up and hopefully closing a deal will keep the best salespeople busy for 40, 50 or even 60 hours each week. But is all of that time productive and could we get just as much done in less time if we were better organized and[...]
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  Negotiating is not just cutting the price and giving up all your profits. It is an exchange of value within a conversation with the people involved, and the process they follow.  Is this a strategy or a game prospect’s play with salespeople? Learn how to play the game and win, as Bill and I welcome[...]
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  Many people start their selling careers by accident, believing it to be a way to make a little money until they get a “real” job, only to find that it’s an exciting and rewarding profession. Once you have determined to dedicate your life to selling, you find out that it is also complex and challenging.[...]

Welcome to the Winning at Selling Podcast. Your hosts Bill Hellkamp and Scott ‘Professor Plum.’ This podcast is dedicated to the overall success in the sales channel. From the CEO to the front line salespeople, every role must be aligned, trained and committed, every day to achieve the desired outcome. This is not done without a commitment to ongoing career development in learning market-relevant techniques, overcoming conceptual barriers, applying proactive and productive behaviors and projecting a positive attitude. Whether you are defending first place in the market or dedicated to fighting for first place, each episode will deliver proven advice you can apply that day to improve your sales results.