What Having Cancer Taught Me About Sales

As we've all learned over the past few years, with adversity…

Your Sales Narrative For Times of Uncertainty

Despite dealing with economic and geopolitical curveballs for…

The Secret to Selling More? Just Be Human

Have you ever been completely put off by the rep on the other…

How to Create a Sense of Urgency in the Mind of Your Customer

One of the biggest reasons salespeople suffer from low close…

The Best Open-Ended Discovery Question

When it comes to running high-impact sales discovery, one of…

5 Strategies for Leading Sales Teams Through Times of Uncertainty

Since March 2020, the world has been in a state of constant change…

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.…