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Your Sales Narrative For Times of Uncertainty
Despite dealing with economic and geopolitical curveballs for…
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How to Create a Sense of Urgency in the Mind of Your Customer
Having a good ROI is not enough to win your customer's business!
One…
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The Best Open-Ended Discovery Question
When it comes to running high-impact sales discovery, one of…
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Don’t Fall Into These 3 Discovery Question Traps!
Good salespeople know that the quality of your discovery motion…
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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…
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3 Powerful Ways to Lead Your Customer Through the Buying Process
In part one of this post, I shared research on how modern sales…
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Buyers Like Answering THESE Discovery Questions the Most (According to Science)
Running high-impact sales discovery is hard. Of course, going…
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The Surprising Science Behind Ordering Your Discovery Questions
Many sellers know that when it comes to running high-impact discovery,…
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5 Tips for Mastering the Art of Listening in Sales
Listening is arguably THE most important factor when it comes…
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Missing Key Details in Your Discovery Calls? Try this simple exercise
“I just had the best discovery call!”, shouted one of my…
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Experience Asymmetry: the problem with calling high (and how to fix it)
My very first sales role was as a sales engineer for a software…
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Sell more by bridging the emotional gap between you and your customer
Radiology is one of the loneliest disciplines in medicine. Most…
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Supercharge Your Persuasive Power by Saying What Your Customer is Thinking
“THAT'S the line? Are you kidding me?!?" This was my ongoing…
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3 Declarations to Help You Develop the Ultimate Discovery Mindset
In a recent post, I discussed how confirmation bias (AKA "happy…
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The Silent Killer in Your Discovery Process and How to Stamp It Out
You briefly met at your best friend’s holiday party. You agreed…
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The Most Powerful Question in Sales (and 3 Ways to Use it)
"What should I do?" As a sales leader, my reps would often…