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 came from…

How to Get Customers to Answer Your Toughest Discovery Questions

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"How much money do you make?" "What's your home phone number?" "How…

6 Lessons Learned from Pandemic Selling

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Adversity is fertile ground for learning. And if learning…

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 explaining what your product or service does…
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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Running high-impact sales discovery is hard.  Of course, going…

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…

How to Sell if You Hate Selling

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In his memoir, Shoe Dog, Nike founder, and chairman, Phil Knight,…