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Neuberger and Company, Inc. | Baltimore, MD and Washington, D.C.

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Matthew Neuberger

Fear can be a powerful motivator or demotivator. Matthew Neuberger explains how leaders can set a safe environment for getting honest and useful feedback from their team.

Are you making a false assumption that your clients know all about you, your company, and your product offering? Matthew Neuberger explains how a disciplined client selling system makes revenue generation 11 times easier.

Have you ever had a selling opportunity that seemed to be headed toward a win -- and then lost the deal when you found out that you and the buyer had different ideas of what was really under discussion?

Are outside factors affecting how you view your product? Matthew Neuberger explains how conviction in what what you sell is essential for sales success.

One of David Sandler’s famous selling rules reads as follows: “Never ask for the order -- make the prospect give up."

At first, that instruction might sound confrontational . . . and perhaps even impossible. If you don’t ask for the order, how are you supposed to make the prospect give up? About what? And anyway, isn’t the first rule of selling supposedly “ABC -- Always Be Closing?"

Do you have a structured onboarding process? Matthew Neuberger explains how short term orientation sessions typically end up being an unproductive hire and forget strategy.

One of David Sandler's classic selling rules sounds like a bit of a riddle when you first hear it: Don’t buy back tomorrow the product or service you sold today. Why would you ever do that? Who would want to? And under what circumstances would it possibly happen?

Are you solely focusing on revenue? Matthew Neuberger explains how sustainable business growth relies on defining and attaining healthy clients.

Here’s an interesting question for sales professionals: What counts as a “big opportunity” in your world? Think of a specific prospect.

Believe it or not, your parents were wrong. Money actually does grow on trees.

Skeptical? Don’t be. Just be willing to ask yourself: what kind of tree? And the answer is: a referral tree.