Telling Ain’t Selling…Nor Is It Managing
Telling is NOT selling goes without saying. Anyone worth the commissions they collect knows this. But telling is not sales leadership or coaching either. It simply won’t help an individual …
Read MoreTelling the Untellable Story
We do a lot more than just talk about pricing with clients. We focus on everything that helps you sell your value more effectively. We help you identify that problem …
Read MoreElite Consultative Salespeople (and Golfers) Do These 3 Things
There are over 66 million golfers in the world according to some random source on Google. Only about 2% would be considered elite golfers – those that carry a scratch …
Read MoreSalespeople Close 172% More Doing This to Sell Value
Here’s a startling fact you may not know: Salespeople who uncover budgets are 172% more likely to close business than those who do not. This stat drives home the point …
Read MoreThree Musts to Ensure the Happ-Happiest Sales New Year
Happy New Year! It’s that time to start fresh and make it a great year. So, leaders and managers, how can you ensure this year actually is a happy sales …
Read MoreWant to Be Liked by Your Prospects? Get Respect Instead
I grew up playing sports. I played softball and volleyball, and I loved being part of a team. But no matter how much I’ve encouraged the idea, my daughters have …
Read MoreRoutine Price Objections: Are You Prepared?
Be prepared for routinely heard price objections! It’s a piece of advice that I’ve given to hundreds of clients. Identify the list of price objections that salespeople hear on a …
Read MoreGretchen Gordon
Keynote Speaking
Three Reasons Salespeople Can’t Reach Decision Makers
Here’s a duh! Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. Here’s the data: According to Objective Management Group they are 337% more …
Read MoreTired of the Price Fight? Data Reveals Insight to End It.
Have you ever wondered why some of your salespeople would rather negotiate on behalf of a customer or prospect to get them a lower price than sell the true value …
Read MoreThe Art of Lowering Resistance
Remember the good old days when slick-talking salespeople were taught to get the buyer nodding their head and agreeing with what they were saying because it would somehow get the …
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