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Walking in Their Shoes

When it comes to sales, I know what I’m doing… at least, that is what I tell myself. However, that was recently put to the test. My primary sales professional left at the end of 2016 to do some traveling. So, I was in Las Vegas attending a conference she had attended the last two […]
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In Blog Posted

48 Weeks

We are entering February, so that means you and your team only have 48 weeks left to hit your number. I hear a lot of salespeople say: “January is for planning, and nobody is really doing much of anything yet. I’ll get my prep work done, then hit it hard in February.” If that includes […]
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In Blog Posted

Stop Assuming…Start Knowing

Do you make assumptions before you ever walk in the door of a new prospect? Have you ever heard the voice inside of your head say: “I’m sure they have this in place since they are a larger company.” or “They are growing so fast, I’m sure I don’t need to bring this point up.”? […]
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In Blog Posted

Want more referrals? Try this…

If you are looking for more referrals (and who isn’t), there are a few ways you can make referrals easier for you and the person referring you. I’m a big fan of the customer referral. After all, who better to provide you the Right Opportunity than a satisfied customer? The problem is that most people […]
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In Blog Posted

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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