The Selling Agency

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...

What do buyers want? Stop Selling and Start LEADING

Here’s a new approach for the profession of sales. For years, we’ve seen the reputation of sellers slide into a negative, “pushy” or “obnoxious” stereotype...

Are you showing up for the WRONG Reasons?

Let’s do a reality check. Your Customers Know If You’re Showing Up for All the Wrong Reasons. They can smell it. Even on the phone....

Selling to New Customers is a lot like building a campfire

You might be surprised to know where I find inspiration for these blog posts. Or, maybe not, considering you’re here. I bring a lot of...

Order Takers vs True Sellers: 5 Signs You’ve Got Fake Sales Reps on Your Team

Way back when I started my first sales job, I had a pretty tough product to sell. I’m sure you’ve heard me mention this one...

Are you afraid of being “too pushy” in sales?

I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you...

Breathe new life into your sales pipeline by improving these two skills

In a recent BrightTalk webinar, I surveyed the audience of sellers and asked, “What is your biggest challenge in prospecting?” I thought the results were...

This Little Business Went To Market: Your Blueprint for a Go-To-Market Strategy

Many businesses in a B2B channel get their start by filling a need or having a solution that provides a jump on the market. Or...

Successful Selling Takes Consistent Practice and Coaching (Start Acting Like A Pro)

We’ve descended into total “ball” season, folks: football, baseball, the other “football” affectionately known as soccer, and even volleyball. In our house with two sporty...

Are You Confusing Marketing Messages with Selling Messages? (It Could Cost You Sales)

Watching the sales activity of several sales teams lately, I have come to the conclusion that these teams are truly confused about the differences between...