Movies are often wildly unrealistic, but there is one cinematic gaff that sticks in my craw more than all the others combined. Two people meet cute, perhaps at a bar, or an ice rink, or whatever the kids are doing these days. And they talk. They flirt. They laugh. And then one of them asks the other out. […]
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So far Josh has created 14 blog entries.
It’s that time of year. That time when everything you’ve been planning for either happens or it doesn’t. And on top of that, it’s time to start planning for next year, which for many businesses means planning a sales kickoff event (SKO). […]
I will be presenting my own session on November 15th, 2016 at the Crush Q4 Sales Event. I’ll share my tips for closing more revenue in Q4 with NEAT SellingTM. In this session you will walk away with specific strategies for navigating the sale as well as tactical strategize to implement immediately in every sales conversation you have in the future. […]
Over the last few years, we’ve talked sales with more people than I can count, and while our conversations run the gamut of sales topics, a select few never fail to make an appearance: BANT, ANUM, and AN. For the uninitiated, BANT is a sales qualification process based on a prospect’s Budget, Authority, Need, and Timeframe. ANUM is a sales qualification process based on a prospect’s Authority, Need, Urgency, and Money. AN, which was inspired by ANUM, focuses on the top of the sales funnel, where Authority and Need are discussed first. […]