Articles by Randy Schwantz

Schwantz is founder of The Wedge Group. Phone: 214-446-3209. Website: www.thewedge.net. Email: randy@thewedge.net

The Absolute Secret to Building a Great Sales Team

The difference between where your agency is today and where it will be in five years from now is in direct proportion to your ability to develop your sales team. That’s a mantra that I ask every one of my …

The Wedge: What Motivates Salespeople

When Brett Favre was inducted into the NFL Hall of Fame, he looked up at the sky and said: “Dad, I hope I made you proud.” Favre’s dad was a high school football coach. He was a hard man to …

The Wedge: Overcoming Fear in 18 Minutes or Less

Fear is the No. 1 killer of sales performance. There are a lot of salespeople that avoid making cold calls because of fear. They avoid asking clients for introductions. They avoid setting meaningful and powerful goals. They avoid asking their …

The Wedge: Two Pains in Life

Have you ever laid in bed with the alarm going off and pushed the snooze button? You’re thinking: “Come on, just 15 more minutes.” A few minutes later, the alarm goes off again, and you either get up or push …

New Year’s Letter to My Boss

Dear Charlie, After having worked for you for 22 years, I can attest, you’re a great guy and a great friend. I appreciate the times you were there for me when I was having personal hardship; it truly means a …

When Hiring Seek the Help of a Bad Cop

I checked my email first thing this morning and got a resignation letter from someone on my team; a relatively new hire. She couldn’t put up with the ambiguity of working for a small entrepreneurial business. Having come from working …

The Wedge: A Simple Concept that Changed How We Sell

Like you, I’ve been to dozens of sales training classes. I’ve read several hundred sales books. Most of them provide something of value, but occasionally there will be one nugget that will change everything. Here’s the nugget… pure gold. It …

5 Things You Can Do to Double New Business in Your Agency

An agency owner named John called me up and said in a very sober tone, “We need to double our new business, can you help us?” John told me how he is the top producer and had just inherited the …

The Wedge: 3-Step Super Formula to Growing a Million Dollar Book

“If you build up their confidence they will set higher goals and push to achieve more.” — Lou Holtz Mr. Holtz gives us a formula for winning and who doesn’t want to win? The formula starts off with building up …

The Wedge: CRM or Organic Growth Technology?

Why off-the-shelf CRM technology might not get you what you really want – growth! Imagine this conversation with another agency owner: “Charlie, what are you guys using as a pipeline tool?” “Well Mike, I had my IT guy look into …