Our next discovery along the EQ spectrum is driving engagement. When we actively seek to build engagement, and we do so in a way that helps people connect to the shared purpose of the project, team and organization, we create a climate where people are...

Join me for a FREE webinar on this topic on Monday 6/15 at 12pm CST Register HERE. You’ve heard it said that sales is a numbers game. And in many respects, that’s true.  You can tie numbers to everything you do as a salesperson: the number of...

The third discovery along the EQ spectrum is showing courage. Trust takes courage. Accountability takes courage. Leadership, by its very nature, is a courageous act. Courage is not the absence of fear, it is feeling the fear and doing it anyway. It is not being...

The second discovery along the EQ spectrum is ensuring accountability.  To ensure the type of accountability needed to execute successfully, we should focus both on how accountable we ourselves are, and on inviting accountability from others.  Defining Accountability To be accountable is to answer for specific actions...

So, you've closed a sale. Now, what?  Well, this is when the real work of managing the business begins. Whether you are an entrepreneur or you represent a company as a B2B sales rep, the reality is that every salesperson must think like a business owner....

You closed the deal, and it’s time to deliver. Hopefully, what you promised the client during the excitement of negotiating and closing is all within the realm of possibility, and the product or service will be delivered to specifications at the correct price and on...

Once you have identified the right solution for your client, one that will alleviate the pain they are experiencing by solving a real business or personal problem, you are ready to make the deal. “Making the deal” might consist of presenting a formal proposal with...

When you have successfully engaged a potential customer with a compelling message that resonates because it speaks to what they value, you are in a good position to provide a solution to their business challenges. Whether we call them challenges or problems, we all have...

Once you have made a connection with a decision maker and you are finally in front of them, you want to have an engaging, interesting conversation. Your goal is to begin building a relationship. In this third article in our series based on The Multiplier Sale©️...