Sales Process

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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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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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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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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Running an Effective Weekly Sales Meeting

Scott Peterson

Jun 184 min read

Running an Effective Weekly Sales Meeting

I’m going to share a framework to help turn one of your most dreaded meetings into one of your most valuable. 📈

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Scott Peterson

Jun 103 min read

Sales Scorecard: Measure What Matters

The path to success lies in measuring what truly matters, focusing on the inputs, and fostering a culture of consistency. ✅

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Scott Peterson

Jun 33 min read

Replace Unpredictability with Intentionality: Precision Prospecting with your Blue Chip Client Profile

Take charge of your sales efforts with a highly focused, valuable, and consistent outbound sales strategy. 🎯

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Center your Blue Chip Aim: Time, Talent & Treasure

Scott Peterson

May 274 min read

Center your Blue Chip Aim: Time, Talent & Treasure

🔐 Unlock your business's full potential by aligning your resources with your "Blue Chip" clients.

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Mastering Stakeholder Guidance for Sales Success

Scott Peterson

Mar 62 min read

Mastering Stakeholder Guidance for Sales Success

Stakeholder guidance and provides actionable insights for salespeople aiming to take and maintain control of the sales process effectively.

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Beyond the Founder Rainmaker: Building an Effective Outbound Sales Strategy

Scott Peterson

Feb 273 min read

Beyond the Founder Rainmaker: Building an Effective Outbound Sales Strategy

At the heart of many B2B technical and professional services firms lies the Founder Rainmaker.

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Scott Peterson

Feb 203 min read

The Art of Asking Questions

Shine a light on the significance of questions within the sales process, particularly during qualification and discovery meetings.

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Sales: The First Mile of the Customer Experience (CX)

Scott Peterson

Feb 144 min read

Sales: The First Mile of the Customer Experience (CX)

In business today, there is a lot of attention on the Customer Experience (CX), and rightfully so.

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Scott Peterson

Feb 72 min read

Maintain Control of the Sale

Maintaining control of the sale is not just a skill; it's a necessity.

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Scott Peterson

Feb 12 min read

Take Control of the Sale

The ability to take control of the sale is not just a skill; it's a requirement.

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Top 10 Recommendations for Onboarding Success in B2B Sales

Scott Peterson

Sep 18, 20234 min read

Top 10 Recommendations for Onboarding Success in B2B Sales

A well-structured onboarding program is critical to ensure your new B2B salesperson gains the competence and confidence they need to succeed

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Put Sales Teams in ‘Unique Position’ to Take Control of Opportunities

Scott Peterson

Jul 12, 20235 min read

Put Sales Teams in ‘Unique Position’ to Take Control of Opportunities

Scott Peterson has dedicated the last couple of decades to sales, leading and managing sales teams and working with executive leaders...

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Sales Process

Carver Peterson Consulting

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