People seem to expect that their prospects will read a 5 page white paper or attend some webinar that they think is great but here's the deal, they've lost touch with how human beings really operate in 2016. When was the last time you personally read a white paper from beginning to end? Be honest. Look, we’re asking people to invest time and energy into things before we've established their actual interest. You need to do something that's tailored to them, is short, punchy an

Spock doesn't bring emotion to the table - he just evaluates and acts. In sales, you can learn a lot from this attitude of just acting without all the hand-wringing and concerns. In episode 48, Rob and Ben discuss going "full Spock" to close more deals. #spock #robertcornish #benfolk

You're working, but is it productive? It's a simple question, but one that can be hard to answer. In episode 49, Rob and Ben take on 2 topics, productive work versus "work", and the simple method of out-working, out-efforting the obstacles in your way. #work #effort #robertcornish #benfolk

In episode 47 of #thequarter, Rob discusses mental toughness, and the fact that your ceiling is likely a whole lot higher than you think it is. #mentaltoughness #robertcornish

In episode 46 of #thequarter, Rob talks about getting REAL about your sales cycles instead of doing the PR dance. Frankly, no one cares how the sale "feels" - what specifically are you going to DO next to make it happen? #real #SEAL #navyseals #RobertCornish

How are you approaching your sales? Do you expect failure, or are you assuming they will close? In episode 45 of #thequarter, Rob and Ben assume the close. #assume #robertcornish #benfolk

Any group has "A" players and those that struggle. Chances are if you're running a team, most of your attention is taken up handling the stragglers, and not helping the top players be even better. In episode 45 of #thequarter, Rob and Ben discuss how this isn't the best way to go about it. #robertcornish #benfolk #attention

In episode 43 of #thequarter, Rob and Ben talk about asserting leadership, and how failure to do this just leaves things floating. #RobertCornish #benfolk #leadership

Oh yeah, you heard that right. The customer is not always right. In episode 42, Robert and Ben will explain this concept and how it can help you build even better client relationships. #customer #right #robertcornish #benfolk

It's just the truth. In episode 41, Rob and Ben discuss how some salespeople can become wary, or back off talking to their prospects and clients. As the old saying goes, "out of sight, out of mind..." #calling #customers #robertcornish #benfolk