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72% of Buyers Want a “Rep-Free” Experience: Of Course They Do!
72% of buyers want a ‘rep-free’ experience? Of course, they do! How is that number not 95%? It’s from a Gartner report that states: “A survey of 725 B2B buyers conducted in November and December 2021 revealed that 72% of customers said they prefer a “rep-free...
A Creed of Sales Management Standards – from 1946
A Creed of Sales Management Standards Coming out of World War II in 1945, the United States economy was rebuilding itself. The continued success of the country relied on the success of small businesses, and a great many veterans of the war were finding their...
Transparency On Demand – The Caponi Express
Transparency On Demand - The Caponi Express (Ummm...get it?) When I wrote my first book, The Transparency Sale, I honestly thought it might suck. I’d never written a book before, but I had a revelation that I felt strongly compelled to share. Transparency sells...
The Rise of the Chief Revenue Officer – Or Is It?
The Rise of the Chief Revenue Officer For any of us who have been in the sales and marketing world for more than ten years, you know that the title, "Chief Revenue Officer" is a fairly new one. It's rise as an official title began to rear itself soon after The...
What was the first sales methodology?
What was the first sales methodology? Hubspot defines a sales methodology as a broader philosophy or set of practices that can inform how a sales process is built and conducted. Korn Ferry defines a sales methodology as a framework that outlines how your sellers...
The Transparency Sale Sales Methodology
Is The Transparency Sale a sales methodology? “True salesmanship is the science of service. Grasp that thought firmly and never let go.” Arthur Sheldon, The Art of Selling, 1911 "If the truth won't sell it, don't sell it." Arthur Dunn, 1919 The modern sales...
Sales Kickoff Best Practices – with lessons from the late 1800s
Sales kickoff best practices. Can they be found as early as the late 1800s? The "modern" sales profession, as we know it, has been around that long. By "modern", I’m referring to the idea of a singular corporation, hiring its own salespeople as full-time employees...
The Transparent Politician?
Do political ads drive you nuts as they do me? While most of us cringe watching them - we don't realize that we're doing a lot of the same crap in sales to our prospects! Here in the United States, this week is the "midterm" elections. Political ads permeate every...
A Sales Leadership Methodology & Framework? Absolutely!
This article originally appeared in RealLeaders Magazine, October 2nd, 2022 Is there such thing as a sales leadership methodology? How about a sales leadership framework? Absolutely! Think back to the day you first were promoted into a sales leadership role. How...
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