The Negative Space of Sales Success
By Paul Reilly How do top sellers make success look so effortless? We admire the outcome. Whether it’s winning a big deal, delivering the perfect presentation, or executing flawlessly. But what we don’t see [...]
Discounting is the Penalty for Sameness
By Paul Reilly What are your definable and defendable differences? In 1934, Russian biologist G. F. Gause published a book titled The Struggle for Existence. In it, he described the competitive exclusion principle, which [...]
Good Enough is the Real Competitor
By Paul Reilly “I look for whoever is the most peeved… and I start with them.” That’s what a participant shared in my recent training session. Our discussion focused on the challenging nature of [...]
The Power of Presence
By Paul Reilly Monday evening, my youngest and I took an evening stroll through the fresh snowfall. It was a simple, peaceful moment. Our walk turned into an impromptu winter-wonderland scavenger hunt. We searched [...]
The Messy Middle
By Paul Reilly During a recent family dinner, it felt like an opportune time for a dad-lesson—the kind my siblings and I experienced growing up. It felt like one of those Progressive Insurance commercials [...]
The Overlooked Ingredient in Sales Success
By Paul Reilly Earlier this spring, my wife’s grandpa passed away. Grandpa Jim lived a long, wonderful life. Sure, it was sad when he passed. We miss him. But it was also a celebration [...]
Want More Sales? Limit the Options…
By Paul Reilly In the wake of too much choice, we often choose to do nothing. The likelihood of making a decision is inversely related to the number of options available. In other words, [...]
An Alarming Trend in Sales
By Paul Reilly “I have good news and bad news.” It’s a common phrase. We all use it. Have you ever noticed the bad news overshadows the good news? With that said, our latest [...]
“I’m Just A Salesperson”
By Paul Reilly Have you ever used the word just in describing your profession? For example, “I’m just a salesperson.” Or “I’m just a customer service rep.” My basement recently flooded, and the insurance [...]
WORN ERASERS: THE SYMBOL OF GROWTH
By Paul Reilly Recently, I was helping my daughter with her spelling homework. I checked her work, and she correctly spelled each word—clearly a gene from her Mom. However, I noticed two words were [...]