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Blog

Jan 10
2

Why Selling is like Math…and both are like art

By Craig Wortmann | Leadership, Productivity, Skill | No Comments

Part of my focus during my college years was applied math, and I sometimes could handle it and sometimes it just kicked my butt.  Now, watching my kids have a…

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May 03
1

How to Build Trust in the Initial Conversation

By Craig Wortmann | Art of conversation, Building Trust, Conversation, Skill, Story | 2 Comments

High-performing sales professionals and executives make conscious time to network and explore new leads. In business building trust quickly has several benefits. Not only does it make you memorable but…

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Apr 14
0

10 Tools Every Sales Team Needs to Get Stuff Done

By Craig Wortmann | Skill, Toolkit | No Comments

By Austin Duck When professionals of the future look back at 2016 it will be remembered as two things: the year that the truly sophisticated sales stack finally rose, and…

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Dec 21
0

Why Saying “I Don’t Know” Gives You More Power Than You Think

By Jenny Poore | Sales, Skill | No Comments

Some sales professionals are allergic to three common words; “I don’t know.”  I know I was.  When I first started selling for IBM, I thought the way to earn trust…

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Jun 17
0

What Can Happen When You Stop Talking and Start Listening

By Jenny Poore | Sales, Skill | No Comments

Good news. If you develop the skill and discipline of preparing and inserting impact questions into your conversation, you will begin to learn how to listen. Impact questions allow someone…

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Nov 19
0

The Art of Conversation: A Salesperson’s Guide To Conducting Sales Conversation

By Jenny Poore | Art of conversation, Skill | One Comment

Mark Twain once said, “Let us make a special effort to stop communicating with each other, so we can have some conversation.” It’s a bit snarky and that’s why we…

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Jan 30
0

Are You a Company Builder or Salesperson?

By Craig Wortmann | Discipline, Entrepreneurship, Observations & Intersections, Sales, Skill | No Comments

At Sales Engine, we work with a lot of entrepreneurs and especially entrepreneurial companies that are struggling to transition from a somewhat unstructured environment to a structured salesforce. The Struggle…

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Jan 13
0

Why Impact Questions Are the King of All Questions

By Craig Wortmann | Discipline, Skill, Toolkit | 3 Comments

Let’s pick up on this theme of listening and being comfortable with silence. If you can exert mastery over your tendency to fill silence, all kinds of good things accrue….

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Jan 04
0

40 years of listening

By Craig Wortmann | Skill, Toolkit | No Comments

Early this morning, I was going through some of my Mom’s and Dad’s old files and I found my Kindergarten report card. The last item was “Listens well.” The categories…

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Recent Posts

  • Tell More, Sell More: The Art of Storytelling December 8, 2017
  • 5 Qualities of a Rockstar Sales Rep June 23, 2017
  • Sales Prospecting Checklist June 13, 2017

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