NEWS BLOG

The Era of the Subject Matter Expert

By Bill Walton • September 17, 2025
The seller/doer model of business development is dominating professional services

Transforming personal relationships into business contacts

By Bill Walton • July 30, 2025
Your personal network is THE greatest asset you possess!

Sales Process IS the Product

By Bill Walton • March 31, 2025
Drive incremental sales, pipeline velocity and greater buyer alignment with a validated sales process.
A hand is holding a knob that says contact identify the needs answer to objections close the sale negotiate close the sale follow up

A Pandemic Reemergence Strategy for Wealth Management

By Bill Walton • September 16, 2024
Five problems to solve for in Wealth Management in 2024
A man wearing sunglasses and a hat is standing in front of a fence with his arms crossed.

Script for working with gatekeepers

By Bill Walton • July 17, 2024
Treat gatekeepers like the client!
A woman is sitting at a desk talking on a cell phone while using a laptop computer.

Tips and more tips on Phone Prospecting

By Bill Walton • July 17, 2024
You wanted more Billisms on Prospecting - Here are 14 of the best
A woman is sitting in the back seat of a car while a man opens the door.

Reduce the stress of phone prospecting - think "reasons to meet"

By Bill Walton • July 17, 2024
Clients don't want to educate salespeople - sell value for time
A woman wearing a headset is sitting at a desk using a laptop computer.

A Mindset Shift for Phone Prospecting - Think M.A.I.N.

By Bill Walton • July 17, 2024
More reps are winging it in their prospecting- here's why
A woman is sitting at a desk talking on a cell phone.

Prospecting in the Age of AI

By Bill Walton • July 17, 2024
Where Sales Talent Wins Over Tech!
A man in a suit is falling down while holding a briefcase.

Back on the phones? Don't get tripped up by common objections

By Bill Walton • September 11, 2023
Be ready for the resistance as you use the phone for prospecting.
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