How Do You Get Buyers’ Attention? Disrupt Their Expectations
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Potatoes, Eggs, Bacon, Croissant, Orange Juice, Dolphins. See what I did there? Your brain started looking for a pattern: Food, Breakfast Foods … then, BAM.... Read More
Blog: The Pipeline
3 Keys to Coaching Successful Changes
I recently recorded a session for a Virtual Sales Summit along with three super-smart counterparts – and our focus was on Coaching the Next Generation... Read More
You’re Right. Sales Role Playing Sucks. Try This Instead …
No one and I mean NO ONE loves it when I’ve ever asked them to role-play a sales scenario. It’s hard to explain how many... Read More
Is Winging It Your 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.... Read More
Is Prospecting “Swinging for the Fences”?
The stats on prospecting that have been quoted (me included!) for the past several years go something like this … 48% of salespeople never follow... Read More
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