Sales Enablement

Even the Pros Return to Training Camp

Why do the Colts go to Training Camp? Don’t they already know how to play Football? On July 30th of this year the Colts will go to Training Camp, this will signal the start of a four week period of intense practice designed to force the players to focus on what they need to do to improve their ability to play football. But it seems like a waste of time to me, after all most of these players have spent at least the last 8 years of their life working their craft in highly competitive games and the Colts have

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Sales Enablement

What if Your Marketing Works?

As a sales trainer I work with companies in a wide range of industries. And nearly every company I work with is spending more this year than last on internet focused marketing, including social media. Unfortunately for many of these companies, their internet marketing is starting to work and they are getting calls and emails from motivated buyers who have found and followed them on the internet. But they are noticing a troubling trend, marketing can create leads but sales teams are having more trouble than ever closing. The Problem Internet prospects are not the people you were selling to

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Sales Enablement

Even Dead Fish Float

Growing up I was raised by an optimist and a pessimist, my Mom was probably the happiest funniest friendliest person you could ever meet. She made sure that I was raised with an abundant mindset, wishing nothing but good for everybody and doing my best to help people out. As I started to learn and mature I asked her about why she was helping some people she really did not like and her response was simple. Matt everybody can be better off and helping them helps the community. Remember “a rising tide lifts all boats”. Little did I know that

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Content Marketing

Flat-Headed Squirrels and Kamikazes

This afternoon I interviewed Matt Nettleton. Matt is a professional sales trainer and my personal sales coach here in Indianapolis. The work that he’s accomplished thus far has changed my (negative) attitude on selling and actually honed my marketing skills. Sales is a lot more difficult than it used to be… by the time folks are calling your sales team, they are very well-informed. I believe it’s caused a huge shift in the system where sales is much more difficult than it used to be and is best left to the professionals. If you’re not a qualified sales person nowadays,

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