About Linda Huizenga

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So far Linda Huizenga has created 88 blog entries.

DOES PRICE REALLY MATTER?

By Paul ReillyBefore answering this question, consider our research on price sensitivity.Customers were asked about their buying preferences in our best sales practices study. Participants were given a list of 24 variables and asked to [...]

2024-06-14T11:47:46-05:00

WHY ARE TOP ACHIEVERS SUCCESSFUL?

By Paul Reilly Everyone has pondered this question—regardless of their profession. New doctors admire the top heart surgeon and wonder, “Why him?” New players idolize the team captain and wonder, “Why her?” Salespeople venerate [...]

2024-06-06T11:20:13-05:00

Are You a Cicada-seller?

By Paul ReillyCicadas are everywhere. I’ll admit, it’s entertaining to watch people freak out when assailed by these prehistoric pests. And my dog is certainly enjoying the extra protein. But I’m ready for this noisy [...]

2024-05-29T10:38:15-05:00

The Power of Progress

By Paul ReillyDon’t let what you can’t do affect your ability to do what you can.Last week, I met with a group of high-performing salespeople (and sales leaders). This group pursues large deals with long [...]

2024-04-09T15:21:32-05:00

Persuading the Unpersuadable

By Paul Reilly “It isn't the mountains ahead to climb that wear you out; it's the pebble in your shoe.” Muhammad Ali is referring to the everyday distractions that take us off course—those little [...]

2024-02-05T12:13:16-06:00

A Sales Lesson from the Show-Me State

By Paul ReillyI’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 come from a [...]

2023-12-11T15:10:07-06:00

Change the Conversation

By Paul Reilly“If you don’t like what’s being said, change the conversation.” Don Draper, Mad MenAlthough Draper’s comments refer to managing public opinion, it equally applies to salespeople.Customer-focused sellers help decision makers achieve their desired [...]

2023-10-09T15:13:32-05:00

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 discovery call. He’s [...]

2023-08-24T14:08:53-05:00