By Paul Reilly Before 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 [...]
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 [...]
By Paul Reilly Cicadas 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 [...]
By Paul Reilly Don’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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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. [...]
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 [...]