Posts in: employee engagement

What is the danger of using demos, presentations and collateral? The danger is that most people use demos, presentations and collateral as a substitute for having a well thought-out and well executed sales strategy. PowerPoint...

“Said the Sales Coach to the sales-per-son… Do you KNOW what I KNOW?” As seen in this month’s EntreQuest sales training video, Sales Coach Jeremy Steinberg is wrapping up referrals for the people on his B2B gift list. When it...

So you are talking with a prospect experiencing significant pain. You know he needs what you are selling – but doesn’t know it yet. How do you get him to come to that decision? Should you tell him what he needs? Or should...

You have all heard it’s not what happens to you but how you react to what happens to you that makes you successful. If you buy into this, then you will probably also agree that economic cycles are inevitable. What’s not...

With all the noise and everything going on… they say what you FOCUS on you will find. Well if this is true, then let’s get your feedback: What is the hardest part of growing a business in 2009? Either pick one or make up your...

Pardon my ADD for a moment, but consider for a moment all of the moving parts of a business: marketing, sales, operations, finance, client retention, human resources. The list goes on to include technology, processes, products,...

In the latest video on the EntreQuest website, Sales Coach Jason Pappas delves into the topic that’s on everyone’s mind - THE ECONOMY - and how salespeople can still thrive. As essentially every American business is preparing...

Amazingly, seven years have passed since the world as we knew it dramatically changed. As has become tradition on the annual remembrance of the events of September 11, 2001, I am sharing a letter written on the afternoon of that...

Here’s the deal with RFPs. You need to delete every RFP that hits your inbox, unless you helped to write it. Why? Because the RFP process typically does not allow you to connect with a decision-maker. Some RFPs will. There is...