{
"author": {
"name": "Kevin Trokey",
"webUrl": "/author/profile/kevin-trokey/",
"description": "",
"imageLarge": "https://secure.gravatar.com/avatar/f16d6fc2845f417ea0e93a3f2b6cd37d?s=136&d=mm&r=g",
"estimate": 126,
"social": [],
"articles": [
{
"uri": "/2022/03/07/adding-value-as-a-salesperson/",
"title": "Adding value as a salesperson",
"byline": "Kevin Trokey",
"kicker": "Best Practices",
"prettyDate": "March 07, 2022",
"timeToRead": "4 minute",
"image": {
"uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2022/01/Profit-forecasting-Article-202202221432.jpg",
"width": "620",
"height": "372"
},
"authors": [
{
"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
}
],
"kickerNode": [
{
"uri": "/best-practices/",
"sectionName": "Best Practices"
}
],
"summary": "Buyers are irritated by salespeople who spend their time discussing obvious details like basic product features.",
"body": null
},
{
"uri": "/2021/12/21/sales-lies-that-are-holding-you-back/",
"title": "Sales lies that are holding you back",
"byline": "Kevin Trokey",
"kicker": "Commentary",
"prettyDate": "December 21, 2021",
"timeToRead": "5 minute",
"image": {
"uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/10/Business-Obstacle-Article-202111291711.jpg",
"width": "620",
"height": "372"
},
"authors": [
{
"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
}
],
"kickerNode": [
{
"uri": "/commentary/",
"sectionName": "Commentary"
}
],
"summary": "It's time to stop perpetuating the lies of the industry and to remove the lies so the truths can take root.",
"body": null
},
{
"uri": "/2021/11/10/build-your-people-build-your-business/",
"title": "Build your people, build your business",
"byline": "Kevin Trokey",
"kicker": "Commentary",
"prettyDate": "November 10, 2021",
"timeToRead": "4 minute",
"image": {
"uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/10/Managing-Knowledge-Article-202110261705.jpg",
"width": "620",
"height": "372"
},
"authors": [
{
"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
}
],
"kickerNode": [
{
"uri": "/commentary/",
"sectionName": "Commentary"
}
],
"summary": "Unlocking employees' potential is critical to everyone--the organization, other team members and, especially, the individuals themselves.",
"body": null
},
{
"uri": "/2021/10/20/4-questions-that-scare-salespeople/",
"title": "4 questions that scare salespeople",
"byline": "Kevin Trokey",
"kicker": "Commentary",
"prettyDate": "October 20, 2021",
"timeToRead": "4 minute",
"image": {
"uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/09/fear-uncertainty-doubt-Article-202109161124.jpg",
"width": "620",
"height": "372"
},
"authors": [
{
"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
}
],
"kickerNode": [
{
"uri": "/commentary/",
"sectionName": "Commentary"
}
],
"summary": "If you can answer these questions, there is an excellent chance you will help the prospect make a better buying decision.",
"body": null
},
{
"uri": "/2021/09/07/confidence-for-the-win/",
"title": "Confidence for the win",
"byline": "Kevin Trokey",
"kicker": "Commentary",
"prettyDate": "September 07, 2021",
"timeToRead": "4 minute",
"image": {
"uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/07/Superhero-and-success-Article-202108251342.jpg",
"width": "620",
"height": "372"
},
"authors": [
{
"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
}
],
"kickerNode": [
{
"uri": "/commentary/",
"sectionName": "Commentary"
}
],
"summary": "You will never make your prospects confident in you if you aren't confident in yourself.",
"body": null
},
{
"uri": "/2021/08/02/marketing-isnt-a-cure-all/",
"title": "Marketing isn't a cure-all",
"byline": "Kevin Trokey",
"kicker": "Commentary",
"prettyDate": "August 02, 2021",
"timeToRead": "5 minute",
"image": {
"uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/06/vitamins-supplements-biostime-swisse-wellness-Article-202107141157.jpg",
"width": "620",
"height": "372"
},
"authors": [
{
"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
}
],
"kickerNode": [
{
"uri": "/commentary/",
"sectionName": "Commentary"
}
],
"summary": "Marketing can do amazing things for your business, but it can't do everything.",
"body": null
},
{
"uri": "/2021/06/02/what-you-measure-improves/",
"title": "What you measure improves",
"byline": "Kevin Trokey",
"kicker": "Commentary",
"prettyDate": "June 02, 2021",
"timeToRead": "0 minute",
"image": {
"uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/05/Riding-the-Profits-Article-202105121300.jpg",
"width": "620",
"height": "372"
},
"authors": [
{
"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
}
],
"kickerNode": [
{
"uri": "/commentary/",
"sectionName": "Commentary"
}
],
"summary": "Agencies that don't start tracking their numbers and using them to make better-informed decisions will find survival a challenge.",
"body": null
},
{
"uri": "/2021/04/02/the-impact-of-change-fatigue/",
"title": "The impact of change fatigue",
"byline": "Kevin Trokey",
"kicker": "Commentary",
"prettyDate": "April 02, 2021",
"timeToRead": "4 minute",
"image": {
"uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/03/ChangeFotolia.jpg",
"width": "616",
"height": "372"
},
"authors": [
{
"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
}
],
"kickerNode": [
{
"uri": "/commentary/",
"sectionName": "Commentary"
}
],
"summary": "Business owners are unapologetically saying, \"I'm not forcing any additional change on my employees.\"",
"body": null
},
{
"uri": "/2021/02/16/wheres-the-beef-a-sales-lesson-from-the-fast-food-industry/",
"title": "Where's the beef? A sales lesson from the fast-food industry",
"byline": "Kevin Trokey",
"kicker": "Commentary",
"prettyDate": "February 16, 2021",
"timeToRead": "6 minute",
"image": {
"uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2018/10/Cheesburger.jpg",
"width": "0",
"height": "0"
},
"authors": [
{
"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
}
],
"kickerNode": [
{
"uri": "/commentary/",
"sectionName": "Commentary"
}
],
"summary": "To not have a sales process in place and to not provide sales training around that process is a failure of leadership.",
"body": null
},
{
"uri": "/2021/02/01/how-to-keep-your-prospects-moving-forward/",
"title": "How to keep your prospects moving forward",
"byline": "Kevin Trokey",
"kicker": "",
"prettyDate": "February 01, 2021",
"timeToRead": "5 minute",
"image": {
"uri": "https://images.benefitspro.com/contrib/content/uploads/sites/412/2021/02/shutterstock_614230856-1.jpg",
"width": "0",
"height": "0"
},
"authors": [
{
"webUrl": "/author/profile/kevin-trokey/",
"name": "Kevin Trokey"
}
],
"kickerNode": [],
"summary": "We all know the danger of an empty pipeline, but there is something worse: a full pipeline that's stagnant.",
"body": null
}
]
}
}
