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DSP017 – Insights From a Dental Sales Veteran with John O’Connor

Summer’s over and we hope it’s been enjoyable for you. With the renewed focus on business that always reappears after Labor Day, this is the perfect time to learn from the sales and sales leadership experience of a highly respected dental industry veteran. John O’Connor will share his perspective on many facets of the dental […]

Always Room For A Craftsman

Earlier this year, I wrote a post about the growing concerns I hear from reps about how much the dental industry is changing. Corporate dentistry is playing a bigger role in the market and many of those organizations ‘buy’ very differently. Not only is it more difficult to identify and connect with decision makers in […]

How To Get A Bad Sales Call Back On Track

From Wikipedia, flow “is the mental state of operation in which a person performing an activity is fully immersed in a feeling of energized focus, full involvement, and enjoyment in the process of the activity.” You’ve had the experience of being in state of flow on sales calls and demos. Everything is working. You find it easy […]

Why You Should Stop Trying To Find More Time, More Customers, and More Revenue

Salespeople, managers, and leaders like to use the word find. You’re trying to find more customers, find more time, find better opportunities, find new ways to get prospects’ attention, and so on. It’s not all that surprising. As the competition gets more aggressive, margins continue to erode, and higher-ups apply more pressure, you have to […]

What Your Prospects Really Mean When They Say “No!”

If you sell for a living, you’re used to hearing “no.” “No, you can’t meet the decision maker.” “No, you can’t make an appointment.” “No, we don’t want to buy that.” You also know that not all “no’s” are created equal and each one can mean something slightly different. What are your prospects really saying? […]

Your Sales Trainer Only Told You Half The Story

At some point in your career, a sales trainer taught you that selling is essentially about solving problems (stopping pain) or creating opportunities (creating gain) for your prospects. Ask enough questions to better understand the prospect’s business and the gaps that exist, then sell solutions that fill said gaps. It’s a simple and logical equation […]