The WHACK-A-MOLE Sales Strategy – Leaves You Tired and Broke
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NOTE: This is an update to the WHACK-A-MOLE Business Strategy post from several years back. I work with both business owners and their sales teams... Read More
Be a Conduit and a Connector: HELPFUL to prospects, buyers, and customers
What’s the biggest hurdle you face when selling to someone? Well, other than getting their initial attention and time in front of them, your biggest... Read More
Move Your Buyers from Price to Value with this ONE Question
So many of our blog posts and discussions are fruits derived from working through situations with sales teams in sales meetings and training sessions. I’ve... Read More
Systems Failure: A Small Business Sales Fail
This is not a “let’s trash small business discussion.” It’s really more of a love letter to small business a plea for you to change... Read More
Increase conversions with these two steps BEFORE you send proposals!
How often do you face a stalled sale or wilted opportunity after you propose a solution? This is a GIANT bummer because we know how... Read More
Hot Books on My Summer Reading List: NAVY SEALS, Negotiation, Fire Eating, Influence, and Obituaries
Finally, it’s looking more like summer will actually arrive this year! After a long winter, I’m ready to get outside and spend time in the... Read More
Could you sell to your Mother?
Mother’s Day reminded me of an episode of The SellOut Show where we talked to the super seller, Josh Sutton from DiscoverOrg and in a... Read More
Will you be replaced by a robot? The Future of Sales Pros
Everywhere you look, artificial intelligence, automation, and technology are replacing interactions we once used to have with other human beings. Some of this we cheer... Read More
The Kudzu Effect: Buyers Tell Us How To Stand Out
Have you ever heard of Kudzu? If you’ve driven through the Southeastern parts of the US, you’ve probably seen Kudzu. It’s an Asian vine introduced... Read More
What if you only played DEFENSE? How do you become a Sales Play Maker again?
Having a conversation with a Sales Director the other day about his sales team and he remarked that only one seller made their quota last... Read More