Our guest on this episode is Corey Richardson. Corey is the Vice President of Sales at Teamworks. Teamworks is a solution to help athletic organizations collaborate and communicate.

Corey and I start the conversation discussing the importance of a sales process. Is it more an art or more a science or a balance of both that works best. Who benefits most from a process and what’s in it for the sales rep? We’ll also get into something I call the “Service of You” where as a seller you’re building your creditability and trust by offering value to your prospect and expecting nothing in return.

Other topics Corey and I explore are:

• Referrals are the best way in to penetrate new accounts
• The importance of building relationships
• Focus on outcomes and not pure activity
• What every manage looks for in a pipeline i.e. deal movement