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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Sales lessons: Activity Is Not Progress

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

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Fun with Numbers

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

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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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Where the Time Goes

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

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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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Triangulating Customer Reactions

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

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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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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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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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