“Your Baby is Ugly”: How to Challenge a Customer Without Telling Them They’re Wrong

Have you ever had a customer tell you how they solve their problem…

How to Handle Emotional Objections: The F.E.A.R. Framework

"It's too expensive." "We need to think about it." "We’d…

You’re Leaving the Most Powerful Value Out of Your Business Case. Here’s How to Fix It.

Do you think you could convince legendary Jamaican sprinter Usain…

Boost Your Win Rate by Reducing the Friction in Your Sales Process. Here’s How.

In 2008, Eleven Madison Park was one of the most celebrated fine…

Your Discovery Script is Hurting Your Deals. Here’s Why.

The Discovery Problem Many of the sales leaders I work with…

Want Customers to Take Action? Stop Asking.

Salespeople spend a lot of time asking customers to do things. "Can…

The Three Big Problems With Your Next Steps (And How to Fix Them)

If you want to move deals forward quickly, one of the key skills…

The Lost Art of Rapport: Why Sellers Struggle And How to Fix It

Many sales leaders I speak to these days, regardless of industry,…

How to Nail the First 10 Seconds of a Sales Call

If you’ve ever led a sales call, you know that moment. You’ve…

Three Forces Killing Your Sales (That Have Nothing to Do With Your Product)

I’m grateful to work with some of the most admired companies…

Objections Are Gifts: Don’t Try to Crush Them

What if I told you that objections are actually gifts from your…

Customers Ignoring You? Maybe You’re Not Worth Talking To

Last week, I was speaking with a VP of Sales who said her team…

Behind the Red Dot: Five Lessons Learned from Speaking at TEDx

I speak for a living. Between training programs, keynotes at…

Selling AI Tech? Here are 3 Sales Shifts You Need to Make

If you sell AI-powered technology, this statistic should stop…

Stop Using This Tactic in Your Prospecting Emails

There’s a specific tactic I see in far too many prospecting…

5 Problem-Centric Discovery Questions (That Will Stop Customers in Their Tracks)

When it comes to sales discovery, reps are often trained to ask…

What Dining at the Best Restaurant in the World Taught Me about Sales

By all restaurant measures, Eleven Madison Park in New York City…

Losing sales because buyers see you as a commodity? Do these 3 things!

I was recently speaking to a sales leader at a multi-billion-dollar…

The Powerful Psychological Principle ALL Salespeople Need To Use More

Restaurant servers rely on tips to supplement their hourly wages.…

Customers ignoring your outreach? Make sure your message aligns with their journey

In the fierce battle for customer attention, many of the salespeople…

A Simple Hack to Transform Your Pitch Into One Customer Can’t Ignore!

There’s an all-too-common (and hidden) mistake I see salespeople…