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The Challenger Sale: The Overlooked Lesson
Without the right 🎯 strategy, ⚙️ process and 🏗️ structure, even the best Challengers can struggle.
Scott Peterson
Mar 183 min read
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Escaping Chaos: Building a Repeatable & Effective Sales Process
Many leaders make the mistake of blaming their salespeople for poor performance when the real issue is a lack of a repeatable process.
Scott Peterson
Mar 123 min read
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What I Learned From Writing My First Book
I wrote this book for founders, sales leaders, and ambitious professionals who want to build an effective outbound sales strategy.
Scott Peterson
Feb 283 min read
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A “Consistent” Sales Process Doesn’t Ensure Positive or Predictable Outcomes
A consistent sales process alone is not enough. Often it's just a high-level roadmap without the clarity needed to perform.
Scott Peterson
Feb 183 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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Managing a Lone Wolf in Your Sales Team: Balancing Performance and Culture
Managing a Lone Wolf in a way that fosters long-term growth and maintains company culture can be challenging.
Scott Peterson
Dec 3, 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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Reflecting on 10 Years of Carver Peterson: A Journey of Growth, Gratitude, and Family
I reflect on the challenges, the wins, and the incredible colleagues, clients, and family who have supported me.
Scott Peterson
Nov 5, 20244 min read
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If Your Email Starts with "Checking In" or "Following Up"…Just Delete It
Sales, much like dating, thrives on momentum. Once you lose it, you risk being ghosted. 👻
Scott Peterson
Oct 22, 20242 min read
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Don’t Get in the Box: Take a BIG-to-small Approach
🔑 The key is to take control of the meeting and lead with a BIG-to-small approach.
Scott Peterson
Oct 15, 20243 min read
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My Prospect isn’t Ready to Buy…so now what?
Out of nowhere:"We love your solution, but something unexpected came up. 🌪️ Let’s reconnect next month." 🎢
Scott Peterson
Oct 15, 20242 min read
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The Priority, A Priority or a Future Priority? Gauging Urgency in Your Opportunity
A simple yet powerful question to gauge urgency: Is it THE priority, A priority, or a FUTURE priority? 🥇 🥈 🥉
Scott Peterson
Oct 8, 20243 min read
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“Make It Count” Clients: A Slippery Slope
⚖ Opportunity cost is a powerful force in sales, and “Make It Count” clients are a prime example.
Scott Peterson
Oct 1, 20243 min read
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Enculturate Your “Dirty Money” Clients
I explore the dangers of “Dirty Money” clients—those who are financially aligned but culturally misaligned—and how they can strain your team
Scott Peterson
Sep 24, 20244 min read
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Move Your “Graveyard” Clients In, Up or Out
"Graveyard" clients—those who drain resources, damage your brand, and offer little financial value. 📉
Scott Peterson
Sep 17, 20243 min read
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Earn the 4R’s from your “Blue Chip” Clients
Partnership Reviews are more than just meetings—they’re powerful opportunities to deepen relationships, align on goals, and uncover growth.
Scott Peterson
Sep 10, 20243 min read
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Partnership Reviews: The Key To Retaining Your “Blue Chip” Clients
To ensure sustained and long-term growth, it's essential not just to win these valuable clients but to retain and expand these relationships
Scott Peterson
Sep 4, 20243 min read
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