Summary: Selling is both an art and a science. To be great at it is much more than just being a good talker, or being persuasive or having impeccable product knowledge. There is planning and strategy and practice that must be undertaken to become truly exceptional at sales. Our very special guest on this session of Sales Chalk Talk is Gary Morton. Gary is a West Point graduate. As a tank commander, he was part of the maneuver task force that won every battle in which they engaged at the grueling U.S. Army National Training Center. Nobody was supposed to be able to do that, but Gary’s unit did. Then he worked for the Stryker Corporation, a company that increased its earnings by at least 20% every quarter for 28 years! Now he’s an author with a new book titled Commanding Excellence: Inspiring Purpose, Passion, and Ingenuity through Leadership That Matters. On this show, you’ll hear: • How sales teams are similar to combat-ready military teams • How “racking and stacking” improves sales performance • How to skate to where the puck is going, not where it’s already been • And MUCH more! When you join me, you’ll be absolutely fascinated by Gary and his ideas about the strategic aspects of the sales process. What you learn on this session will absolutely impact your sales team in a very powerful way! Gary is an incredibly great strategist! Gary’s website is http://igarymorton.com
