Woman raising arms in celebration. Representative of successful distribution reps in 2023.
The Right Stuff for Distribution Reps in 2023

A look at the characteristics, attitudes, and skills that successful distribution reps use to...

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Illustration of sales rep on an unicycle juggling check boxes representative of sales lessons.
Sales lessons: Activity Is Not Progress

Five lessons to get the most out of each sales call. John Moran, sales...

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Illustration of sales team standing on a magnifying glass looking at a paper roll of data representative of being a financial closer.
Fun with Numbers

Why you need to be an expert financial closer. Your prospect can love every...

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Stock photo of backlit man standing in front of a question mark representative of follow up questions in sales.
The Power of “What Else?” aka Follow-up Questions

Don’t miss the opportunity created by follow-up questions in customer conversations. As our business...

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Vet at desk on phone and looking at watch is representative of time management.
Where the Time Goes

Solutions that will allow our veterinary customers time to focus on the things that...

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Vetereinarian speaking with a sales rep representative of customer pain points.
Customer Pain Points: No Pain, No Change?

Customers don’t always make a change because of a pain point. Salespeople have been...

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Rep talking to a vet representative of triangulating customer reactions.
Triangulating Customer Reactions

How reps can navigate negative attitudes and responses in client conversations. Although we are...

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Illustration of Benjamin Franklin's face with zig-zag arrow imposed over it representative of recession.
Inflation, Recession, What’s Next?

Recession-resistant is not the same as recession-proof. How do reps assist customers in the...

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To do list about to be checked off representative of changing your sales life.
30 Minutes to Change Your Sales Life

How a notepad and a few minutes of carved-out time could make a huge...

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Illustration of sales rep climbing steps into the cloud with a golden key representative of common goal statesments.
From Talker to Producer: Common Goal Statements

Some back-to-basic sales tips on establishing a common goal for every sales interaction. On...

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