Few education purchases are made in a vacuum. Most decisions require that consensus is formed by multiple stakeholders which can include anyone from S...

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Closing Through Consensus

Magician

Want to see a cool magic trick? While completely blindfolded, I will now attempt to tell you the three top objections you hear in your sales meetings!...

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Objections Vanishing Act

Supportive Boss

I’ve interviewed a lot of B2E reps. As a group, the people drawn to this vocation derive intrinsic value from improving educational outcomes. Most o...

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7 Ways to Support Your Reps

Feedback word cloud

If you read my post entitled, “The One-Hour Sales Manager,” the long-time managers and entrepreneurs among you may sigh at the fact that I had li...

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How to Praise Your Reps