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 Objection-Handling Lessons from Pandemic Politics

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  “How do you justify forcing small businesses to close…

Convert Buyers by Unleashing their Hidden Enemies

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When it comes to high-impact messages that break through your…

Sell More by Losing Faster

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In my last two VP of Sales roles, I found a surprising trend. There…

How to Have Hard Conversations at Work

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

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?”  -…

The Critical Factor in Overcoming Your Customer’s Objection

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

The Top 5 Reasons New Sales Reps Fail

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