How human beings really operate
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...
The Quarter Episode 40: Are You Really Supporting Your Sales Team?
So much time, effort and money is spent on generating leads, but what happens after that? In episode 40, Rob and Ben ask a simple...
The Quarter Episode 10: The Sales Binge
In episode 10 of #thequarter, Rob and Ben share a successful piece of Richter's culture: the sales binge. If you implement this strategy,...
The Quarter Episode 7: Friday and Monday
In the beginning of the week you hear, "Let's talk on Friday", but later in the week you hear, "We'll circle back on Monday." In this...
The buyer's mind...
It’s great to have a value proposition or teaser message for video asset but what about the prospective customers that are partly sold or...
The Quarter Episode 4: Commission Vs. Mission Mentality
In episode 4, Rob and Ben talk the difference between salespeople that work for commission versus those that believe in what they're...
