A helpful guide for sales managers in supporting their sales team using coaching. Originally published June, 2009.

A helpful guide for sales managers in supporting their sales team using coaching. Originally published June, 2009.

Peter highlights the various points that reps need to know to stay out of the commoditization perception that most clients have when it comes to testing labs. Originally published September, 2008

For those new to the lab industry, Peter outlines the vagaries of selling a lab service and offers a real-life example of how one rep won an account. Originally published August, 2009.

Seven ways to increase your sales productivity. Originally published September, 2007.

This refers to three key areas sales rep should do to become a winner. Originally published May, 2007.

This contrasts Solution Selling against Insight Selling – two very powerful selling techniques. Originally published December, 2013.

Every top sales rep strives to intertwine these nine principles into their every day work ethic. Originally published May, 2012.

Labs should devise a three-pronged basic strategy that all employees can easily articulate. Originally published August, 2010.

This is the final installment of the three-part series. Originally published in an article in January, 2011.