Author Archives: Tony Leone

Why I Read

FULL DISCLOSURE:  I will be the first to admit that I let that book about “12 Habits of People Who Have More Money Than You” sit on the shelf for far too long.  Telling myself “I’ll get to it next … Continue reading

Emotional Intelligence, Leadership, and Football.

Emotional intelligence, leadership, and football. It was week 17 last week in the NFL, and the College football national championship is right around the corner.  Which usually means it’s evaluation time for many coaches.  By evaluation I mean the chopping … Continue reading

Accelerate The Process

Today we have a Ray’s Rule that comes up nearly every time we train a group of sales people.  The Sales Funnel® can feel like a long process.  It’s 16 steps, we usually train for 3 days and don’t cover … Continue reading

Wherever You Are, Be There!

Here is a somewhat lighthearted Ray’s Rule today.  We are here training a group of salespeople right now, and as you look around the room you can’t help but see who is highly engaged, and who is *ahem* not.  We’re … Continue reading

No Puking!

When we refer to the Research Phase in our sales process we are referring to your initial sales calls.  Possibly your first 1 or 2 meetings with the prospect.  If you’re having trouble “closing” you are most likely making big … Continue reading

*FISHBONE* A Ray’s Rule for our B2B sales people.

This weeks Ray’s Rule is for those of you in the B2B world.  As always, feel free to ask any questions in the comments below!  Click here FISHBONE to watch the video.  

Conditional Concessions

Here is the latest segment from Ray’s Rules for Sales Success.  Click HERE>> Conditional Concessions Feel free to ask any questions in the comments. ALSO, we have launched our new Sales Funnel Online University.  Click here for more info:    

Pull The Trigger!

Ray’s Rules Pull The Trigger Recently, I have made two mistakes that have cost me dearly and I want to share with you my pain, in hopes that you can avoid a similar fate. I was in a big poker … Continue reading

What is your EQ?

What is your EQ? Have you ever wondered why some people are more successful than others? Have you ever wondered why someone that you hired that had all the attributes for success, failed to do the job? Have you ever … Continue reading

Stop chasing RFP’s

If the prospect defines the problem, then low bid is the only way to win. Stop chasing deals you can’t win. The word BID stands for Be In Doubt about quality. Low bid almost always assures lowest quality. When the … Continue reading

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