Episode 18 – On Sales Fundamentals with Kelly Riggs

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Kelly Riggs is an author, speaker, coach, and consultant. We’re both part of a big sales tribe where we share each other’s work, share relationships and leads, and generally work to support each other. Kelly just released his new book, Quit Whining and Start Selling, so I asked him to join me In the Arena to talk about excuses that salespeople make, how your clients to try to sell you on price, the importance of qualifying, and some of the factors of relationships of value.

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