10, 60, 30. That was my answer when someone asked me a question during a training recently. The question was: how could my content help reps differentiate if I’ve trained so many reps at so many companies in the tech space who all sell to similar customers? My answer apparently struck a nerve, because there […]
Last week I spent 40 hours on planes flying to India and back. Each year I log over 250,000 miles in the air, and with 25 training days booked in January and February 2019 will be no different. One of my most popular LinkedIn posts of 2018 was my rant about travel and 13 tips […]
“I’ll need some time to digest what you just said.” As a younger, less experienced rep, I used to think this phrase was awesome. I would go into a meeting, ask my basic doctor-check-up questions, let the client speak for a few minutes and then I’d jump into my rehearsed, relatively canned “pitch.” I’d start […]
