Fill Your Pipeline
By Tom Reilly, author of Value-Added Selling What would you do if you were losing 10% of your blood? First things first, you would stop the bleeding. That’s always a good strategy. Next, seek a [...]
Growing Your Business
by Tom Reilly “When you stop growing, you start dying.” William S. Burroughs For the majority of businesses, growth is a given. Salespeople grow their territories two ways—selling more to existing customers, and finding new [...]
A Better Way to Sell
by Tom Reilly “If you work just for money, you'll never make it, but if you love what you're doing and you always put the customer first, success will be yours.” (Ray Kroc, founder [...]
Sell Value, Not Price!
Add value, not cost. Sell value, not price! This has been our motto for the past 30 years. It prompted me to write my first book on Value-Added Selling in 1984. Selling value is the [...]
No One Is A 10
by Tom Reilly In the 1979 movie "10," the Dudley Moore character falls hopelessly under the spell of the Bo Derek character. His quest is to capture the affection of this beauty. In the [...]
The Perfect Combination of Selling Skills
by Tom Reilly “Me and Jenny goes together like peas and carrots.” Forest Gump In sales, probing and listening are peas and carrots. These skills are the perfect diet for salespeople. Our study of salespeople [...]