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Bullpen Blog


I was a rookie Account Executive and the first day on the job I was given the formula for six figure success.  The formula was easy, book 16 initial meetings, convert 50% to a presentation, and close 25% of the presentations.  Do this for 12 months and I'd earn $100K. Alright, game one let's go...but wait

Got Grit?

Gritty salespeople win in the face of adversity and they value persistence over perfectionism.  These are the ones you will go to war with and you are excited to see them every day.  Now layer coachability into the equation.   

I Thought My Cup Was Empty

I am always looking for inspiration in real-life which translates over into sales and leadership.  This morning my wife quickly picked up what she thought was an empty coffee mug.  The coffee mug was quite full of cold coffee, which promptly became cold coffee dumped in a dresser drawer of freshly laundered t-shirts…double whammy!!!

New Year, New You...or Same Old Same Old?

Barely 2 weeks into the new year and I am always curious as to what has changed since the clock struck midnight and we turned the page on another year.

The 9 Step Guide to Sales Transformation: Coach for Performance

Not coaching a sales team is like putting 91 petrol into a high-performance car. 

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