The Mindset Keeping You from Being A Challenger Sales Rep

The Mindset Keeping You from Being A Challenger Sales Rep

The comprehensive study of B-to-B sales reps detailed in The Challenger Sale drew a clear conclusion.  Sales people who debate with thier prospective clients, confront them an assert seeing a different world view are overwhlemingly likely to out-perform their peers.  Comparing 5 sales profiles,

employee feedback

A Guide to Giving Employee Feedback

A Guide to Giving Employee Feedback

Originally published in the Rock Content Leadership Library on June 7th, 2017

Why is giving employee feedback so hard?  The most common answers are that we don’t want people we like or work with to feel bad and we don’t want them to feel like we are judging them.  The problems however, are many

The 3 Key Types of Sales Questions and How to Use Them

The 3 Key Types of Sales Questions and How to Use Them

The 3 Key Types of Sales Questions and How to Use Them

From an e-mail to the Rock Content sales team on May 7, 2015

Team,

In our consultative sales process the information we receive from the potential client, is far more important in shaping our explanation of solutions for their business than any pre-call material we have ready.  We need to get people

Creating Urgency Throughout Your Sales Process

Creating Urgency Throughout Your Sales Process

From an e-mail sent to the Rock Content sales team on August 9, 2017.

Team,

This month we are all working on estabilishing and maintaining urgency with every client we are looking to sign.  Urgency begins from the very first interaction (Connect) and is carried all the way through Kickoff and on each