Posts

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 A Year of Pandemic Selling

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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…
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…
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 over a year of pandemic selling behind us, it's clear that…

Buyers Like Answering THESE Discovery Questions the Most (According to Science)

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There are many factors which influence the value and impact of…

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 house painting.…

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 reservations 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?”  -…

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

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

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

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

The Critical Factor in Overcoming Your Customer’s Objection

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

Birth of a New Selling System?

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Have you ever felt like the universe had a secret plan for you?…

The Top 5 Reasons New Sales Reps Fail

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If selling was easy, we’d be paying high school students minimum…

3 Ways to Fix the Lack of Accountability that’s Killing Your Sales

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Smiling and nodding (followed by more smiling and nodding). For…

Be a Better Negotiator by Forgetting Everything You Know

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Some of my most memorable sales lessons have come from being…