Tag Archive for: tactics

Customers ignoring your outreach? Make sure your message aligns with their journey

In the fierce battle for customer attention, many of the salespeople…

How to Create a Sense of Urgency in the Mind of Your Customer

Having a good ROI is not enough to win your customer's business! One…

The Best Open-Ended Discovery Question

When it comes to running high-impact sales discovery, one of…

5 Strategies for Leading Sales Teams Through Times of Uncertainty

Since March 2020, the world has been in a state of constant change…

The Easiest Month-End Negotiation Tactic

It was a couple of days before the end of the quarter. I was…

Don’t Fall Into These 3 Discovery Question Traps!

Good salespeople know that the quality of your discovery motion…

Are You An “Unconscious Seller”? Why Mastering Art & Science Isn’t Enough To Succeed in Sales

Modern buyers are blessed with unprecedented levels of information…

Supercharge Your Persuasive Power by Saying What Your Customer is Thinking

“THAT'S the line? Are you kidding me?!?" This was my ongoing…

Use this Hostage Negotiation Tactic to Overcome Emotionally-Charged Objections

“We’ve got your son. Give us one million dollars or he dies." This…

3 Reasons You Should Never Fall in Love with Your Sales Tactics

A little while ago I got to spend a week in London at the European…
Books

Top Sales Reads to Drive Focus, Empathy, and Tactical Execution

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5 Comments
  As a sales leader, my list of favorite books may seem…

Be a Better Negotiator by Forgetting Everything You Know

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2 Comments
Some of my most memorable sales lessons have come from being…

Use This Secret Infomercial Formula to Supercharge Your Product Pitch

Infomercials are fascinating because, in just two minutes, they…