The Sales Integrator™
Blog
The Sales Integrator™
Short, sharp essays on The Sales Operating System – Right People, Right Positioning, Right Process, and Right Pulse.
Most of what gets written about sales is written by consultants and pundits who comment on it from a distance. These are written from the front line by someone who still does it.
New essays go up when there is something worth writing. Not when the calendar says it is time.
Price Is Not the Problem. The Story Is.
Your sales team just lost a deal on price. Again. The prospect said it was too expensive. Your rep came back asking for approval to ...
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There Can Only Be One Person in the Angry Boat
Will Guidara’s Unreasonable Hospitality teaches a lesson most businesses miss: Don’t try to out-compete on the things everyone else does well. Differentiate at the ...
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Sales Fundamentals Aren’t Sexy. They’re Profitable.
I live in the Metro Detroit area. The local NFL team is the Detroit Lions. A long-suffering franchisee that has a recent upsurge in success. ...
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Time and Attention
You don’t have a time problem. You have a campfire problem. In 2011, Seth Godin wrote: “You don’t need more time…you just need to decide.” Seven ...
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Sales Onboarding: The Handoff That’s Killing Your Retention Rate
Why Your A-Player Sales Hire Is Already Looking for Another Job You fought hard to land that A-player. Great interviews. Strong references. Real talent. Then ...
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The 8 Sales Competencies AI Will Never Replace
Your competition is betting on AI to fix their sales problems. They’re about to lose. Here’s what they’re missing: AI is a toolbox. A damn ...
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