Posts

Provocative Questions

How to Pitch Using Questions

/
What’s your favorite movie? Chances are when you read that…

Sell More by Losing Faster

/
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

/
What if I told you I had a vaccine for a potentially deadly virus.…

3 Tips for Connecting with Customers During Times of Adversity

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

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

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

How to Have Hard Conversations at Work

/
David's Article appeared on Inc.com One of my best employees…

Three Reasons Your Outbound Strategy is Failing

/
Building an outbound sales strategy is a lot like house painting.…

How to Sell if You Hate Selling

/
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

/
Imagine you made reservations at a hip new restaurant weeks…

7 Entrepreneurial Lessons Learned from Starting My Own Sales Practice

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

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…

The Critical Factor in Overcoming Your Customer’s Objection

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

Birth of a New Selling System?

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

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

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