The Easiest Month-End Negotiation Tactic

It was a couple of days before the end of the quarter. I was…
competition

5 Tips for Talking About Your Competition

"How should I talk about my competition to customers and prospects?" A…
giving concessions slowly

3 Ways to Negotiate Better By Giving In Slowly

One of the most important concepts in negotiation has to do with…

Don’t Fall Into These 3 Discovery Question Traps!

Good salespeople know that the quality of your discovery motion…

Persuade Your Customers by Labeling Them

Some of the greatest sales lessons of the pandemic era have come…

How to Get Customers to Answer Your Toughest Discovery Questions

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"How much money do you make?" "What's your personal cell phone…

6 Lessons Learned from Pandemic Selling

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It was April 7th, 2020. After spending a year and a half writing…

3 Powerful Ways to Lead Your Customer Through the Buying Process

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In part one of this post, I shared research on how modern sales…

Stop Selling and Start Telling: The Power of Prescription

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One of the biggest misconceptions sellers have is that customers…

3 Objection-Handling Lessons from Pandemic Politics

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  “How do you justify forcing small businesses to close…

Convert Buyers by Unleashing their Hidden Enemies

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When it comes to high-impact messages that break through your…
Provocative Questions

How to Pitch Using Questions

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What’s your favorite movie? Chances are when you read that…

Sell More by Losing Faster

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In my last two VP of Sales roles, I found a surprising trend. There…

Do Your Homework! 3 Reasons Why Science Says Personalizing Outreach Drives Results

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If you’re a salesperson, getting customers and prospects to…
business case

Here’s Why Your Business Case Numbers Are Falling Flat

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What if I told you I had a vaccine for a potentially deadly virus.…

3 Tips for Connecting with Customers During Times of Adversity

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With many months of pandemic selling behind us and both economic…

Buyers Like Answering THESE Discovery Questions the Most (According to Science)

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There are many factors which influence the value and impact of…

Salespeople: Don’t Confuse Value with ROI

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Nestled inside the Paris hotel on the Las Vegas strip is Le Burger…

The Surprising Science Behind Ordering Your Discovery Questions

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Many sellers know that when it comes to running high-impact discovery,…

How to Have Hard Conversations at Work

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David's Article appeared on Inc.com One of my best employees…

Three Reasons Your Outbound Strategy is Failing

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Building an outbound sales strategy is a lot like painting a…