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,…
HOW You Sell is More Important than WHAT You Sell

5 Reasons Why HOW You Sell is More Important than WHAT You Sell

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Imagine you made a reservation at one of the best restaurants…

7 Entrepreneurial Lessons Learned from Starting My Own Sales Practice

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"What if I fall? Oh but my darling, what if you fly?”  -…

3 Surprising Operational Lessons from High-Growth Sales Leaders

One of the things I love doing is hosting sales leadership meetups.…

Are You An “Unconscious Seller”? Why Mastering Art & Science Isn’t Enough To Succeed in Sales

Modern buyers are blessed with unprecedented levels of information…

The Hidden Force Accidentally Driving Your Prospects Away

Have you ever walked into a retail store and been immediately…

5 Tips for Mastering the Art of Listening in Sales

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Listening is arguably THE most important factor when it comes…

Missing Key Details in Your Discovery Calls? Try this simple exercise

“I just had the best discovery call!” It was 10 days before…

Want to supercharge your productivity? Learn to say no!

A number of years ago at Salesforce, my team was tasked by Marketing…

Experience Asymmetry: the problem with calling high (and how to fix it)

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My very first sales role was as a sales engineer selling workforce…

Selling the Future: 3 Surprising Principles Modern Sellers Need to Master

“Who here likes talking to salespeople?” Try asking that…

Three principles scientifically proven to help your message break through your customer’s armor

“What does your company do?” Such a simple question, yet…

Sell more by bridging the emotional gap between you and your customer

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Radiology is one of the loneliest disciplines in medicine. Most…

3 Surprisingly Simple Things Top Sales Pros Do (That Others Don’t)

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American swimmer Michael Phelps is the most decorated Olympic…

Supercharge Your Persuasive Power by Saying What Your Customer is Thinking

“THAT'S the line? Are you kidding me?!?" This was my ongoing…

Use this Hostage Negotiation Tactic to Overcome Emotionally-Charged Objections

“We’ve got your son. Give us one million dollars or he dies." This…

The Ultimate Guide for Mastering Objections

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In Sell The Way You Buy I talk about how uncovering the intent…

The Critical Factor in Overcoming Your Customer’s Objection

“It’s too expensive” If you’ve been in sales longer…

3 Declarations to Help You Develop the Ultimate Discovery Mindset

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In a recent post, I discussed how confirmation bias (AKA "happy…

The Silent Killer in Your Discovery Process and How to Stamp It Out

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You briefly met at your best friend’s holiday party. You agreed…