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Aug 17, 2018

Our guest on this episode is Corey Richardson. Corey is the Vice President of Sales at Teamworks. Teamworks is a solution to help athletic organizations collaborate and communicate. 
 
Corey and I start the conversation discussing the importance of a sales process. Is it more an art or more a science or a balance of both that works best. Who benefits most from a process and what’s in it for the sales rep? We’ll also get into something I call the “Service of You” where as a seller you’re building your creditability and trust by offering value to your prospect and expecting nothing in return. 
 
Other topics Corey and I explore are; 
  • Referrals are the best way in to penetrate new accounts
  • The importance of building relationships
  • Focus on outcomes and not pure activity
  • What every manage looks for in a pipeline i.e. deal movement