Discovery Call

Modern-Day Sales and Marketing Blog

By Chris Peterson | Nov 15, 2018 8:50:00 AM | 0 Comments

Should you stay on track with your presentation if they ask about pricing?

This doesn’t happen often, but when it does you better be prepared…
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By Chris Peterson | Nov 13, 2018 8:50:00 AM | 0 Comments

Probing questions have a different purpose today

Back in the day (every time I use that term, I feel a year older), sales people worked with decision-makers. Our goal was simple: understand their...
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By Chris Peterson | Nov 9, 2018 8:50:00 AM | 1 Comment

It’s been a tough morning …

It’s Monday at 9:21 am. Four hours ago, I started the morning with my interval running routine. About 10 minutes into my workout, I felt my left calf...
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By Chris Peterson | Nov 8, 2018 8:50:00 AM | 0 Comments

After you've tried everything else, what can you do if an order keeps getting pushed into the future?

I originally wrote a few years ago during the summer, but it’s just as timely to read in November....
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By Chris Peterson | Nov 7, 2018 8:50:00 AM | 0 Comments

Three questions that will improve the quality of your leads

The modern sales process requires more resources than ever, and most system integration companies are limited their sales support and marketing...
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By Chris Peterson | Nov 2, 2018 8:50:00 AM | 1 Comment

How can you make your good sales people into great sales people?

I wish this post was less critical today than it was when we originally posted it three years ago. However, I still see the same mistakes … which is...
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By Chris Peterson | Nov 1, 2018 8:50:00 AM | 0 Comments

Have trouble finding new sales people?  Here’s an idea that may help …

When I was a sophomore in high school, I was our varsity baseball team’s bullpen catcher. I also started as our designated hitter most of the games,...
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By Chris Peterson | Oct 30, 2018 8:50:00 AM | 0 Comments

The Best Lead Generation Campaigns Include These 4 Components

Previously we posted an article on How Inbound Marketing Drives New Business to System Integration Companies. The goal of the article was to explain...
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