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Crisis
Management & Leadership

Leading Sales Teams Through Crisis

Leading sales teams is a challenge in normal times. Leading sales teams in times of crisis is another animal altogether! From the 2008 Financial Meltdown to today’s COVID-19 crisis, leading sales teams effectively requires every bit of your emotional intelligence Read more…

By Patrick Carter, 2 yearsMarch 18, 2020 ago
Industry Insight

A Letter To Retail Customers

Dear Customers, Normally, sales professionals and sales leaders look for my articles for information and insights. Today I want talk across the counter, directly to you: The Retail Consumer! From supermarkets to restaurants, companies are employing more and more technology Read more…

By Patrick Carter, 2 yearsFebruary 26, 2020 ago
Customers
more referrals
Sales (Retail / B2B)

4 Steps For More Referrals In 2020

The goal of getting more referrals on a more consistent basis can be easily reached by doing these four things at every opportunity: Commit, Practice, Ask and Follow-Up!

By Patrick Carter, 3 yearsDecember 27, 2019 ago
Sales (Retail / B2B)

Selling Retail in a B2B World

For B2B sales systems to be effective they must be filtered through 3 retail realities: blurred sales process advancement, limited prospect engagement and faster cycle times.

By Patrick Carter, 3 yearsDecember 17, 2019 ago
Retail
Customer
Sales (Retail / B2B)

You Are Not Your Customer

If you are a sales person and you see me walk into your store, be aware… I am that “pain-in-the-butt” customer. I am that customer who has done the research, sought out and even spoken to actual users. To make Read more…

By Patrick Carter, 3 yearsDecember 12, 2019 ago
Management & Leadership

5 People You Will Need In 2020

Originally published on LinkedIn Pulse By all accounts, the past 18 months have been the most productive in my professional career. Among the highlights: 2 significant promotions, new and exciting projects and increased responsibilities. How did all this happen? 5 Read more…

By Patrick Carter, 3 yearsDecember 2, 2019 ago
5 People
Referrals
Sales (Retail / B2B)

Need More Referrals in 2020?

Getting more referrals requires first doing the work to earn them and then asking for them! Join me and Lynn Whitbeck of Petite2Queen as we discuss ways to earn and receive more referrals – starting today! Lynn Whitbeck is the founder Read more…

By Patrick Carter, 3 yearsOctober 10, 2019 ago
Sales (Retail / B2B)

5 Tips to Build H2H Connections

Making connections and bridging the trust divide between sales professionals and their customers is the first, most important goal in every intersection. The retail sales zeitgeist is buzzing with the idea of cultivating human to human, or H2H, connections. Unfortunately, Read more…

By Patrick Carter, 3 yearsOctober 2, 2019 ago
Connections
case-study
Industry Insight

Case-Study: Green Eggs and Ham!

Let’s talk about Sam.  Sam is a great saleswoman.  Sam has one product to sell,  Green eggs and ham!  In his critically acclaimed, 1960 business development case-study, “Green Eggs and Ham”, Theodore [Dr.] Seuss Geisel introduced one of the most Read more…

By Patrick Carter, 3 yearsSeptember 26, 2019 ago
Management & Leadership

Knowledge > Information

It’s no secret that today’s retail customer has access to infinitely more information on products and services than ever before. Manufacturers, retail outlets and third party reviewers alike are creating an information landscape which is tilted in the consumer’s favor.  Read more…

By Patrick Carter, 3 yearsAugust 22, 2019 ago
Knowledge

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Elite Sales Institute, LLC is a premier sales coaching organization whose mission is creating and developing high performing, ethical sale professionals.

This is accomplished by developing trusted one-on-one coaching relationships as a vehicle to connect with our clients and challenge them to elevate their definition of success.


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