Objections
Hit Key Objections Head On

I had an interesting consulting assignment a few years back, in which a B2E company asked me to help them create a better territory map for their insi...

Read More

Hit Key Objections Head On

Closing District-wide Sales

Purchasing involves risk. Clients must decide which is safer – grabbing the brass ring of change or playing it safe.  Change can be dangerous but l...

Read More

Closing District-wide Sales

Schools Buy Versatile Products

B2E Reps are destined to fight two evils throughout eternity:  time and money.  This is not a cliché.  Education and other public sector clients h...

Read More

Schools Buy Versatile Products

Rock, Paper, Scissors

I recently tried to survey free tools not just available to educators but created specifically for the K-12 education market.  I laughed out loud th...

Read More

How do you Compete with Free?

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!...

Read More

Objections Vanishing Act