Randy Illig

Randy Illig is the Global Practice Leader of FranklinCovey’s Sales Performance Practice and the co-author of Let’s Get Real Or Let’s Not Play. With more than 25 years of experience ranging from direct sales and general manager to successful entrepreneur, CEO and board member, Randy leads the global sales performance practice team as we help our clients build high performance sales and sales leadership teams. Randy is a former recipient of the Ernst & Young Entrepreneur of the Year award, the Ernst & Young “CEO Under 40” award, and the Arthur Andersen Strategic Leadership Award.

  • Selling to Executives - Prepare or Die12:15

    Selling to Executives - Prepare or Die

    Do your homework before the meeting and dramatically increase your chances of landing a new client. Listen to top executives discuss how proper meeting preparation is essential.

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  • Selling to Executives - Getting in the Door17:24

    Selling to Executives - Getting in the Door

    Hear from C-level executives about what it takes to secure a first meeting with them. Hint: it takes much more than a well-worded email.

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  • Selling to Executives - When It's Done Well - Part 214:19

    Selling to Executives - When It's Done Well - Part 2

    Executives share the importance of building relationships and focusing on their goals. Learn how a slight shift in process can make the difference between yes and no.

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  • Selling to Executives - The Secret of Listening8:32

    Selling to Executives - The Secret of Listening

    Watch C-Level executives discuss the importance of listening--the most important form of communication to practice, and the worst form of communication to ignore.

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  • Selling to Executives - What Drives Them Crazy17:06

    Selling to Executives - What Drives Them Crazy

    Learn the cold, hard truth directly from top execs. Find out why they'll meet with some salespeople and not others.

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  • Selling to Executives - The Presentation13:57

    Selling to Executives - The Presentation

    C-Level executives reveal what makes a successful presentation that holds their attention.

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  • Selling to Executives - The First Impression13:46

    Selling to Executives - The First Impression

    Listen to C-Level executives about what they look for in a first meeting. Learn how to make the most out of those first ten minutes.

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  • Selling to Executives - When It's Done Well - Part 116:30

    Selling to Executives - When It's Done Well - Part 1

    Hear from C-Level executives about how they like to work with sales professionals.

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  • Beware The Dark Side Of Exponential Sales Growth

    Beware The Dark Side Of Exponential Sales Growth

    Too many companies let sales quantity drive quality. Put quality first and align your sales team’s goals with your long-term strategy, and create real, sustainable growth.

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  • When It Comes To Sales, It's Not How You Play The Game But How You Play To The Crowd

    When It Comes To Sales, It's Not How You Play The Game But How You Play To The Crowd

    Learn how shifting to a true customer-centric mindset brings sustainable growth through increased renewal rates, better margins and improved relationships with customers.

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  • A Great Résumé Can Be Deceiving; Here's How To Sidestep The Experience Trap

    A Great Résumé Can Be Deceiving; Here's How To Sidestep The Experience Trap

    When it comes to sales teams, hiring for experience doesn't come cheap. And it can actually represent a harmful trap. Here's how to avoid it.

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  • A High-Trust Sales Organization Starts From The Top

    A High-Trust Sales Organization Starts From The Top

    The new currency of competition is trust. High-trust client relationships transcend marketplace churn. Learn how to build a sales organization based on trust.

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  • The Key To Boosting Trust In Sales? Put The Client First

    The Key To Boosting Trust In Sales? Put The Client First

    Your sales force likely has a massive blind spot—and it’s tanking their performance. Most sellers miss the importance of trust, even though it may be the most impactful thing they could address.

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  • 8 Ways Your Team Can Succeed At Social Selling

    8 Ways Your Team Can Succeed At Social Selling

    Organizations no longer have the option of waiting to embrace “social selling”—the new model of leveraging online platforms to attract targeted buyers. Here are 8 tips to help you get started.

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  • Five Sales Leadership Lessons From 2018 That Could Make 2019 A Whole Lot Better

    Five Sales Leadership Lessons From 2018 That Could Make 2019 A Whole Lot Better

    What important skill will your sales force own in 2019? Preparing for meetings? Developing trust with clients? Coaching each other? How can you, as a leader, ensure that they focus on it?

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  • What I Would Tell Peter Thiel About Building A Sales Force

    What I Would Tell Peter Thiel About Building A Sales Force

    If your sales culture isn’t what you want, begin by looking in the mirror. What needs to change in terms of your beliefs, words and actions? Start here.

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  • The Good And The Bad That CEOs Can Do To Their Sales Teams

    The Good And The Bad That CEOs Can Do To Their Sales Teams

    Before you give your next speech to your sales force, get in touch with your inner “salesperson.” Analyze what will inspire and encourage your team, then integrate that into your content.

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  • Fostering A Collaborative Sales And Marketing Relationship Leads To Big Wins

    Fostering A Collaborative Sales And Marketing Relationship Leads To Big Wins

    If your sales and marketing teams spend more time fighting than collaborating, it's time for a relationship reset. Encourage them to focus on finding common ground, developing mutual trust and goals.

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  • A Master Chief Sales Officer's Secrets For Simplifying The Complicated Business Of Selling

    A Master Chief Sales Officer's Secrets For Simplifying The Complicated Business Of Selling

    If your sales performance needs a reset, take a holistic approach to analyze and energize your operation. Focus on what’s working, what isn’t and where you need to improve.

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  • Six Simple Ideas For Predictably Hitting Your Sales Target Year After Year

    Six Simple Ideas For Predictably Hitting Your Sales Target Year After Year

    If the multifaceted and complicated sales strategies you’re using don’t achieve consistent high-performance, then change to a simpler solution. Simple is always better.

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