Posts

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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Many Salespeople operating in the unprecedented era of COVID-19…

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,…

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?”  -…

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…

Birth of a New Selling System?

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