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A Repeatable & Effective Sales Process: The Path to Scalable Success
A well-defined, repeatable process isn’t just a nice-to-have—it’s the key to predictable growth. 🔑
Scott Peterson
Feb 42 min read
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Managing Misaligned Underachievers: Protecting Your Sales Team from Internal Detractors
The Misaligned Underachiever—a unique threat that can erode team morale, damage client relationships, and derail your growth targets.
Scott Peterson
Dec 17, 20243 min read
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Managing Lovable Underachievers in Your Sales Team: Balancing Culture and Accountability
“Lovable Underachievers,” are positive and well-liked but consistently fall short of targets.
Scott Peterson
Dec 10, 20243 min read
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Building a High-Performing Sales Team: Invest in Your Peak Performers
According to The Challenger Sale, Star performers deliver nearly 200% more than Core performers.
Scott Peterson
Nov 26, 20244 min read
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Building a Sales Team of Peak Performers with the Peak Performer Matrix
The Peak Performer Matrix empowers you to hire, develop, and retain individuals who meet their targets and enrich your company's culture
Scott Peterson
Nov 19, 20243 min read
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Winning the Sale: Understanding Your Direct and Indirect Competition
In today’s competitive landscape, it’s unrealistic to assume that any sales opportunity is free from intense competition
Scott Peterson
Nov 12, 20243 min read
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A Culture of Accountability Starts with Realistic Performance Goals & Expectations
It is leadership’s responsibility to establish a “Success Profile” for their unique sales role(s) including realistic performance goals.
Scott Peterson
Aug 9, 20233 min read
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Put Sales Teams in ‘Unique Position’ to Take Control of Opportunities
Scott Peterson has dedicated the last couple of decades to sales, leading and managing sales teams and working with executive leaders...
Scott Peterson
Jul 13, 20235 min read
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Aim Small, Miss Small
As we speak, your sales, marketing and customer success teams are abusing precious time by pursuing misaligned prospects.
Scott Peterson
Jul 6, 20232 min read
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Give Value or Do NOT Send the email
Let’s be honest. Most cold outreach sucks. It’s painfully clear and obvious when you are the recipient of a generic email blast.
Scott Peterson
Jun 27, 20232 min read
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20% of your Clients Generate 80%+ of your Revenue
You have a small number of clients that are generating the vast majority of your revenue and profitability.
Scott Peterson
Jun 20, 20231 min read
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Do NOT email your Proposal
If they are not willing to schedule time to review your proposal live with you…they’re just not that into you.
Scott Peterson
Jun 13, 20231 min read
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If they Don’t Agree on the Problem…they Can’t Align on a Solution
Based on CEB’s “The Challenger Customer”, on average there are now more than 5.4 stakeholders involved in the decision making process.
Scott Peterson
Jun 6, 20232 min read
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I Ain’t Afraid of No Ghosts
These are prospects who often go through the entire sales process, only to end up doing nothing.
Scott Peterson
May 31, 20232 min read
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The Next Step of Our Process is…
Time is your most precious resource. How and where you invest your time largely determines your performance and your paycheck.
Scott Peterson
May 23, 20232 min read
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Take and Maintain Control of Your Sales Process
The buying journey has become much more complicated. Sales organizations are investing more time with prospects but closing fewer deals.
Scott Peterson
May 16, 20232 min read
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Your Sales Pipeline is Dustier than an Old Pickup Truck
You are making important strategic decision based on your sales pipeline and the information is inaccurate.
Scott Peterson
May 4, 20232 min read
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Life, Love & Leadership: A Tribute to Burt Baptiste
It’s been my experience that when you meet someone who is going to change your life, you almost never know it as it’s happening.
Scott Peterson
Feb 24, 20165 min read
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The Carver Peterson Reading List
Learn as though you’ll live forever,” speaking in reference to living your life to the fullest and reaching your full potential.
Scott Peterson
Sep 2, 20153 min read
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