Group Sales Best Practice – I’m Gettin’ Paper

Paper has played a role in society for generations. Chris Brown and Lil Wayne even dropped a hit song about it, with the popular verse, “Look at me now, I’m gettin’ paper.” They missed the point, albeit about a different kind of paper. The kind I’m talking about? Paper for anything other than cash. Increasingly, […]

Building Relationships   “All things being equal, people want to do business with their friends. All things being not quite so equal, people STILL want to do business with their friends.” —Jeffrey Gitomer, author of Jeffrey Gitomer’s Little Red Book of Selling   Sales is a people-centric profession. You build success on a foundation of […]

Group Sales Best Practice – Snowball

“Life is like a snowball. The important thing is finding wet snow and a really long hill.” – Warren Buffett Anyone who’s heard of Warren Buffett has probably heard of his ‘Snowball’ approach to investing. As a snowball grows as it rolls down a hill, an investment will grow as compounding interest adds to the […]

Group Ticket Sales Best Practice – The Modern Group Leader

Bill Belichick showed us a rare moment of humor last week by saying he “doesn’t care about ‘SnapFace’ and ‘InstantChat,’” in response to Antonio Brown going on Facebook Live. Of course, I laughed but it also made me reflect on a sports landscape that is rapidly welcoming technology with open arms. Well, everyone except Belichick. […]

Group Sales Best Practice – Love the Close

The Close. It’s the part in the presentation that experienced sellers look forward to the most. The moment in time where word choice, tone of voice, and confidence separate the best from the rest. To some it comes easy, to others it is a learned skill. No matter what, the main difference is to fall […]