The ICAR Sales Pillars I want both external clients and internal operations to view the sales team as people who care. Caring about the importance of doing things the right way will help clients feel more comfortable using our services and operations know we want to...read more
How to Quote Jobs I have seen a lot of questions about pricing and how to price more profitably. Everyone has their own process and individual environment, so there is not a single way, but a few best practices. Nothing below will make sense if you don’t know your...read more
Proposal Creation Best Practices The days of long format explanations with single/total pricing for a scope of work are dead. Detail it out, price via quantity or volume, and price via line item. It allows you and the client to have a clear understanding...read more
Creating a sales process The goal of this blog is to help you take the steps to fine tune your sales process and overall client experience. Forcing you to look at every step and every touch a little differently will result in an experience your clients will have to...read more
Has anyone learned something new recently? Did it feel like you would never get better and now you can’t imagine being as bad as you were? When I first started at Verizon Wireless, I didn’t know the systems, the product, the process… really anything. What I did know...read more
Overcoming Tense Client Situations Anyone love confrontation? I know I don’t. I know I come across like I do because I have the look and demeanor of someone that can come on aggressively, but I hate it. I spent most of my life being one of the biggest kids/men in the...read more
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