Practice and Prepare
Kevin Trokey
2022-05-09
One of the biggest challenges for producers is keeping their pipeline full and healthy. ...
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Have-to-Buy vs. Want-to-Buy
Kevin Trokey
2022-05-02
Are you selling so that you are delivering what your clients WANT to buy, or are you ...
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Five Flaws of a Commoditized Approach
Kevin Trokey
2022-04-18
In a recent blog post, we discussed the need to move away from a commoditized approach to ...
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Commoditized or Consultative – Which Are You?
Kevin Trokey
2022-04-11
We see so much fear in the market. We see the fear of new competitors, technology, and of ...
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Whose Interests Does Your Agency Serve?
Kevin Trokey
2022-04-04
“The competitor to be feared is one who never bothers about you at all, but who goes on ...
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You Gotta Know Your Sales Numbers
Kevin Trokey
2022-03-21
You’ve heard it before, “You can’t manage what you don’t measure.”
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Is Your Business Model Accidental or Intentional?
Kevin Trokey
2022-03-14
Ours is an accidental industry in many ways. Most of us end up in the industry ...
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Sales as a Math Equation
Kevin Trokey
2022-02-28
I was one of those kids that loved math; I still do. Numbers always have spoken to me. ...
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Practice As If Your Sales Life Depends On It
Kevin Trokey
2022-02-21
Before reading any further, what would you say if you were to make a cold call right now? ...
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Two Sources of Sales Desperation and How to Avoid Them
Kevin Trokey
2022-02-14
It's hard to deny that confidence is attractive. Whether in a social or corporate ...
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