The How Advantage
Here’s something you already know: Your customers are different than they were five years ago.
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This Is What Happened When I Completely Changed My Approach to Sales
I had four sales meetings in one day recently. At the end of the day, I spent some time reflecting on how — and why — my sales strategy has...
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How to Connect With Gen Y Customers
What do your customers look like today? Have you considered what they might look like in 2020?
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5 Sales Tips I Found in a Shoe Box
Today’s post is by Lynn Mandinec, business manager at Ryan Estis & Associates. Lynn works closely with REA clients to design the right program and...
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We Remember the Story
“Hi Ryan, I wanted to say hello. I saw you speak a couple years ago. I loved the message and I’m looking forward to seeing you again.”
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How to Use LinkedIn More Effectively for Sales
Your LinkedIn profile is not just an online resume.
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Start Obsessing Over Customer Outcomes
If you’re going through your daily activity as a salesperson focused on your end goals (commission, quotas, incentives), you just might be missing a...
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6 Quick Tips for Every Sales Leader
Times have changed, and it’s time for sales leaders to take action.
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Change Happens
Two weeks ago, I arrived at a Top Producer event for a customer. The evening prior to my opening keynote, I attended the cocktail reception and the...
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Are College Graduates Prepared to Start a Sales Career?
Copyright Ohio University. All rights reserved. How smooth was your transition from college campus to career? Did you hit the ground running and...
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Why the Best Sales Organizations Are Evolving
Buyers look at sales organizations differently than they ever have before.
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How to Shorten the Sales Cycle
The sales cycle is getting longer. B2B buyers spend more time researching purchases, and they’re walking most of their decision journey alone,...
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Selling to the C-Suite
I recently delivered a keynote for the Xchange Solution Provider Conference on Leading Breakthrough Sales Performance. To prepare, my team conducted...
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When Saying “No” to a Customer Makes Sense
Customers — even your very best customers — aren’t always right. That old adage can quickly take a company in the absolute wrong direction. Saying...
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