Buying Committee

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...

These 3 Questions Can Loosen Deals In Your Pipeline

Here’s another peek into what it’s like to work with me and The Selling Agency. There are no magic tricks. No silver bullets. No one...

How Do You Survive Vacation When You’re In Sales?

As a salesperson, this is a tough time of year. In addition to being difficult to move business forward during summer, it’s hard not to...

Discovery Questions to Prep for that First Sales Meeting

I’ve always thought the term “Sales” was a bit of a misnomer. People say I’m in “Sales.” It’s a noun, which is the result, not...

Are You Selling Self Sabotage? Buyers Don’t Need Your Baggage

Last week I was working with a business owner on her sales process. She had engaged a prospective new client and we were discussing the...

What Matters to Buyers? Be an Expert in Customer Currency

In the last post, we talked about how to make your sales presentations better – improving the focus of the content and delivery. This week,...