They Can’t See You. But They Can Feel You
For inside salespeople, your voice is your handshake. I run a team of cold-calling...
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The Most Expensive Word in Sales is ‘Later’
Polite delays protect the status quo and kill deals. October is a dangerous month...
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Raise Your Standards
Every rep has said some version of this: “My territory is tough.” Of course...
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The Clinic Already Has Enough Friendly Reps
Let me start with a statement that might sting: Some veterinary sales reps are...
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Convenience Isn’t Loyalty
Let me tell you about a rep I knew. Great guy. Everyone loved him....
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What Your Dog Knows About Sales That You Forgot
My dog has never read a sales book. He’s never sat through a training...
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You’re Competing With Forgetting
Here’s a question that’ll ruin your afternoon: How many reps walked into that clinic...
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Stop the Scroll
Let me ask you something uncomfortable. When’s the last time you scrolled past a...
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Pop Quiz Sales Visits
There’s an art to a well-timed drop-in. And no, I’m not talking about the...
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The Innovation Gut Check
Why the best veterinary sales reps don’t wait for tools to innovate. Let’s talk...
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