Blog: The Pipeline

Questions are the MVP of SELLING

Questions are the MVP of Selling

We talk quite a bit about asking questions in the sales process. Ask better questions. Don’t assume. Listen. Don’t “tell”. And there is one more...
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Feedback like a Sales Rockstar

Get Feedback Like A Rockstar (and Be a Sales Rockstar)

Normally, feedback on a stage is a terrible, annoying thing. Audio feedback occurs when a sound loop exists between an audio input and an audio output....
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3 Seller MUSTS for Effective New Business Development

3 Seller MUSTS for Effective New Business Development

I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this...
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Winging It in Sales is Expensive and Risky

Is Winging It Your Sales Downfall?

Whether I’m working with a fresh-faced new seller or a seasoned pro, one thing that almost every seller does is “underprepare” for meetings and calls....
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Design a Fantastic Sales Meeting

How do you design fantastic sales meetings that don’t waste sellers’ time?

“Don’t you just LOVE meetings!” . . . said probably no one ever. Sales meetings, in particular, were usually met with an eye roll so...
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Do you have a Sales Simulator

Do you have a Sales Simulator?

That was a special Mother’s Day. Unique, for sure. Remembering this special experience from a few years ago … “No sleeping in, breakfast in bed,...
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