A Sales Lesson from the Show-Me State
By Paul Reilly I’m from Missouri, the Show-Me state. Missouri’s U.S. Congressman, Willard Duncan Vandiver (1897 to 1903), is often credited for giving Missouri this unofficial slogan. At a Naval banquet, he said: “I [...]
Change the Conversation
By Paul Reilly “If you don’t like what’s being said, change the conversation.” Don Draper, Mad Men Although Draper’s comments refer to managing public opinion, it equally applies to salespeople. Customer-focused sellers help decision [...]
YOU CAN’T MOTIVATE SALESPEOPLE
By Paul Reilly “I wish my salespeople were more motivated. They just seem apathetic and complacent. How can we better motivate our sales team?” That’s what this passionate sales leader shared on a recent [...]
Are You Missing Too Many Opportunities?
By Paul Reilly Do you ever feel like opportunity is knocking…but on someone else’s door? Early in my career, I took my sales manager on the milk run. You know what I’m talking about. [...]
Are You the Benchmark in Your Industry?
By Paul Reilly Thirty-three hours in the car, 2200+ miles driven, 20 bathroom stops, too many bags of pork rinds, 15 Diet Cokes, and three different hotels —you guessed it—it’s the Reilly family road [...]
What Makes You Different?
By Paul Reilly Imagine you are in a room with two of your competitors. You’re selling the same exact product and all three companies look the same and offer similar value. Then the decision [...]