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  • Home
  • Who we are
    • Overview
    • Company History
    • Leadership Team
    • Partners / Clients
    • Testimonials
    • FAQ
    • Awards & Recognition
  • What we do
    • Sales Effectiveness Solutions
    • A Focus on Customized Sales Training
    • Continuous Learning Approach
  • Training Programs
    • Consultative Selling Training
    • High Performance Selling
    • Sales Coaching Training
    • Sales Negotiation Training
    • Selling With Insights
    • Trusted Advisor Training
  • Contact

Blog Archives

Sales Enablement
What The Martian Can Teach Sales Professionals

This week, I finally watched the movie “The Martian,” starring Matt Damon. Damon plays Mark Watney, an astronaut trained in botany who is left for dead on Mars. Watney must stretch his food rations to keep himself alive in case […]

by johnmarchesini_bglyfg

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April 13, 2016
Sales Prospecting
How To Overcome B2B Price Objections

Bar none, the biggest objection a customer ever raises is price. Often they don’t comprehend the value of your solution, therefore concluding that the number you’ve quoted is completely arbitrary, maybe even greed-based. It’s true that today’s customers exist in […]

by johnmarchesini_bglyfg

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April 13, 2016
Sales Coaching
Plan and Prepare For Your Sales Call

Research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. “Winging it” on sales calls has grim consequences – lost sales, extended sell cycles, margin erosion and no […]

by johnmarchesini_bglyfg

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April 13, 2016
Sales Training
6 Tips to Retain Your Top Sales Talent

In business, there’s an expression: To have and to hold, from this day forward. … Oh, wait, that’s a marriage vow. And even then it doesn’t bind. Here in the sales-verse, people coming and going like serial monogamists can sting […]

by johnmarchesini_bglyfg

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April 13, 2016
Sales Management
Why Your Sales Forecast Is Off

Sales forecasting is commonplace among sales managers, despite the fact that it’s a ridiculously difficult undertaking and the further fact that forecasting accurately is nearly impossible. It’s typical to end up with forecasted numbers that miss the mark by a […]

by johnmarchesini_bglyfg

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April 13, 2016
Sales Consulting
6 Tips to Increase Trade Show Sales

Spring is starting to show through here in our hometown of Las Vegas. We’re in the midst of trade show season and companies from a host of different industries are visiting the city to promote their offerings and vie for […]

by johnmarchesini_bglyfg

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April 11, 2016
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