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Managing Lovable Underachievers in Your Sales Team: Balancing Culture and Accountability

Scott Peterson

4 days ago3 min read

Managing Lovable Underachievers in Your Sales Team: Balancing Culture and Accountability

“Lovable Underachievers,” are positive and well-liked but consistently fall short of targets.

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Managing a Lone Wolf in Your Sales Team: Balancing Performance and Culture

Scott Peterson

Dec 33 min read

Managing a Lone Wolf in Your Sales Team: Balancing Performance and Culture

Managing a Lone Wolf in a way that fosters long-term growth and maintains company culture can be challenging.

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Building a High-Performing Sales Team: Invest in Your Peak Performers

Scott Peterson

Nov 264 min read

Building a High-Performing Sales Team: Invest in Your Peak Performers

According to The Challenger Sale, Star performers deliver nearly 200% more than Core performers.

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Building a Sales Team of Peak Performers with the Peak Performer Matrix

Scott Peterson

Nov 193 min read

Building a Sales Team of Peak Performers with the Peak Performer Matrix

The Peak Performer Matrix empowers you to hire, develop, and retain individuals who meet their targets and enrich your company's culture

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Winning the Sale: Understanding Your Direct and Indirect Competition

Scott Peterson

Nov 123 min read

Winning the Sale: Understanding Your Direct and Indirect Competition

In today’s competitive landscape, it’s unrealistic to assume that any sales opportunity is free from intense competition

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Reflecting on 10 Years of Carver Peterson: A Journey of Growth, Gratitude, and Family

Scott Peterson

Nov 54 min read

Reflecting on 10 Years of Carver Peterson: A Journey of Growth, Gratitude, and Family

I reflect on the challenges, the wins, and the incredible colleagues, clients, and family who have supported me.

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Clarifying the Need: Diving Deeper into the Pain & Problem

Scott Peterson

Oct 293 min read

Clarifying the Need: Diving Deeper into the Pain & Problem

Are you selling to symptoms 🩹 or getting to the root 🫚 of your prospect's problem?

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If Your Email Starts with "Checking In" or "Following Up"…Just Delete It

Scott Peterson

Oct 222 min read

If Your Email Starts with "Checking In" or "Following Up"…Just Delete It

Sales, much like dating, thrives on momentum. Once you lose it, you risk being ghosted. 👻

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Don’t Get in the Box: Take a BIG-to-small Approach

Scott Peterson

Oct 153 min read

Don’t Get in the Box: Take a BIG-to-small Approach

🔑 The key is to take control of the meeting and lead with a BIG-to-small approach.

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My Prospect isn’t Ready to Buy…so now what?

Scott Peterson

Oct 142 min read

My Prospect isn’t Ready to Buy…so now what?

Out of nowhere:"We love your solution, but something unexpected came up. 🌪️ Let’s reconnect next month." 🎢

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The Priority, A Priority or a Future Priority? Gauging Urgency in Your Opportunity

Scott Peterson

Oct 73 min read

The Priority, A Priority or a Future Priority? Gauging Urgency in Your Opportunity

A simple yet powerful question to gauge urgency: Is it THE priority, A priority, or a FUTURE priority? 🥇 🥈 🥉

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“Make It Count” Clients: A Slippery Slope

Scott Peterson

Oct 13 min read

“Make It Count” Clients: A Slippery Slope

⚖ Opportunity cost is a powerful force in sales, and “Make It Count” clients are a prime example.

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Scott Peterson

Sep 234 min read

Enculturate Your “Dirty Money” Clients

I explore the dangers of “Dirty Money” clients—those who are financially aligned but culturally misaligned—and how they can strain your team

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Move Your “Graveyard” Clients In, Up or Out

Scott Peterson

Sep 163 min read

Move Your “Graveyard” Clients In, Up or Out

"Graveyard" clients—those who drain resources, damage your brand, and offer little financial value. 📉

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Earn the 4R’s from your “Blue Chip” Clients

Scott Peterson

Sep 93 min read

Earn the 4R’s from your “Blue Chip” Clients

Partnership Reviews are more than just meetings—they’re powerful opportunities to deepen relationships, align on goals, and uncover growth.

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Partnership Reviews: The Key To Retaining Your “Blue Chip” Clients

Scott Peterson

Sep 33 min read

Partnership Reviews: The Key To Retaining Your “Blue Chip” Clients

To ensure sustained and long-term growth, it's essential not just to win these valuable clients but to retain and expand these relationships

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Beyond the Founder Rainmaker - The Ideal First Sales Hire

Scott Peterson

Aug 263 min read

Beyond the Founder Rainmaker - The Ideal First Sales Hire

If you’re looking to scale your business beyond your own efforts, getting the right first sales hire is crucial—but it’s not easy.

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Onboarding Your New Sales Leader: Setting them up for Long-Term Success

Scott Peterson

Aug 153 min read

Onboarding Your New Sales Leader: Setting them up for Long-Term Success

The average tenure of a VP of Sales is less than 2 years! Why are we getting this critical role wrong so often? ❌

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How Becoming a Husband, Dad, and Believer Has Made Me a Better Professional

Scott Peterson

Aug 123 min read

How Becoming a Husband, Dad, and Believer Has Made Me a Better Professional

I felt compelled to share how three major life changes have profoundly shaped both my personal and professional life.

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You are Planting Seeds Not Microwaving Leads: The Mindset for Cold Outreach

Scott Peterson

Jun 243 min read

You are Planting Seeds Not Microwaving Leads: The Mindset for Cold Outreach

The Mindset for Cold Outreach

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