Tag Archive for: Sales Training

“Your Baby is Ugly”: How to Challenge a Customer Without Telling Them They’re Wrong

Have you ever had a customer tell you how they solve their problem…

How to Handle Emotional Objections: The F.E.A.R. Framework

"It's too expensive." "We need to think about it." "We’d…

You’re Leaving the Most Powerful Value Out of Your Business Case. Here’s How to Fix It.

Do you think you could convince legendary Jamaican sprinter Usain…

Boost Your Win Rate by Reducing the Friction in Your Sales Process. Here’s How.

In 2008, Eleven Madison Park was one of the most celebrated fine…

The Three Big Problems With Your Next Steps (And How to Fix Them)

If you want to move deals forward quickly, one of the key skills…

The Lost Art of Rapport: Why Sellers Struggle And How to Fix It

Many sales leaders I speak to these days, regardless of industry,…

How to Nail the First 10 Seconds of a Sales Call

If you’ve ever led a sales call, you know that moment. You’ve…

Three Forces Killing Your Sales (That Have Nothing to Do With Your Product)

I’m grateful to work with some of the most admired companies…

Customers Ignoring You? Maybe You’re Not Worth Talking To

Last week, I was speaking with a VP of Sales who said her team…

Behind the Red Dot: Five Lessons Learned from Speaking at TEDx

I speak for a living. Between training programs, keynotes at…

Stop Using This Tactic in Your Prospecting Emails

There’s a specific tactic I see in far too many prospecting…

Losing sales because buyers see you as a commodity? Do these 3 things!

I was recently speaking to a sales leader at a multi-billion-dollar…

5 Critical Skills Top Sales Leaders Need

The Massive Impact of Great Sales Leadership I started my career…

5 Tips for Building a Sales Culture Optimized for Growth

When I was a VP at Salesforce, one of my sales managers came…
competition

5 Tips for Talking About Your Competition

In the sales game, competition is everywhere. But talking about…
giving concessions slowly

3 Ways to Negotiate Better By Giving In Slowly

One of the most important concepts in negotiation has to do with…

Convert Buyers by Unleashing their Hidden Enemies

When it comes to explaining what your product or service does…

5 Tips for Mastering the Art of Listening in Sales

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Listening is arguably THE most important factor when it comes…

Missing Key Details in Your Discovery Calls? Try this simple exercise

“I just had the best discovery call!” It was 10 days before…

A Simple Formula for High-Impact Sales Coaching

As sales leaders, coaching sales reps can sometimes feel like…

The One Question Sales Leaders NEED to Ask Their Teams

As sales leaders, our job is to help our teams develop their…