Tag Archive for: cerebral selling
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
With many months of pandemic selling behind us and both economic…
Buyers Like Answering THESE Discovery Questions the Most (According to Science)
Running high-impact sales discovery is hard. Of course, going…
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 painting a…
How to Sell if You Hate Selling
In his memoir, Shoe Dog, Nike founder, and chairman, Phil Knight,…
5 Reasons Why HOW You Sell is More Important than WHAT You Sell
Imagine you made reservations at one of the best restaurants…
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?…
The Top 5 Reasons New Sales Reps Fail
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
Smiling and nodding (followed by more smiling and nodding).
For…
Be a Better Negotiator by Forgetting Everything You Know
Some of my most memorable sales lessons have come from being…
The One Question Sales Leaders NEED to Ask Their Teams
As sales leaders, our job is to help our teams develop their…