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Genuine Intent

The last two years have been, personally and professionally, both amazingly rewarding and amazingly challenging. And things have worked out the way they should be, for now. It’s important for all of us to realize that life is a journey. Even more important to recognize is the gifts you are given along the way. Over […]
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In Blog Posted

Ditch the Elevator Pitch!

Do you have an elevator pitch? You are not alone. Elevator pitches have become so prolific that people have been taught to use them in almost any context: salespeople, job hunters, soon-to-graduate students, at the mall – you know what I mean. It’s a “packaged” approach to differentiating yourself in 60 seconds or less. And […]
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In Blog Posted

My Son’s Lesson in Perseverance

Baseball, like many sports, can teach you some great lessons. And while I once thought the lessons were limited to the ones you learned while playing the game, the last few weeks showed how a fan can learn lessons as well. My 9-year-old son loves baseball, and as a native San Diegan, he adores the […]
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In Blog Posted

Be Willing to Narrow the Sales Funnel

As I have mentioned before, a good sales process helps you limit the field of potential clients by choosing the Right Targets and the Right Activities to undertake. Why narrow the sales funnel? It helps you increase the speed and profitability of your sales. And most importantly, it will increase your client satisfaction. If you […]
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In Blog Posted

There is an Art to Sales

As I talked about last time, sometimes you have to walk away from an opportunity when it is not a good fit for you and the potential client. However, there is an art to sales that should sit on top of your sales process. Sometimes, it makes sense to assemble the right team for an […]
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In Blog Posted

Right Opportunities: Be Willing to Walk Away

A few months ago, a friend from college reached out to me. He had recently joined a 40-year-old, well-established company. The company had always done well and was very profitable, but when it measured itself against its competition, they felt they could be doing even better. It was family run and the third generation was […]
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In Blog Posted

What’s the Key to Salesperson Productivity?

Do you think that the key to salesperson productivity is activity? Many business owners and sales managers would agree. However, it is Right Activity that leads to productivity. And how do we get more of the right activities? As we learned from Schoolhouse Rock: “Knowledge is Power!” The key to making your sales professional more […]
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