The Selling Agency

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...

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...

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...

How do you counter this common buyer push back and move the conversation forward?

It’s presumptuous to think that your customers don’t already have a solution for the service or product you provide. Perhaps presumptuous isn’t the right word....

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....

Are You Chasing Sales Unicorns? (It’s not WHAT you sell, but HOW you sell)

What thoughts go through your head when you call someone and don’t get a call back? How do you feel when you get no response...

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...

Savvy Sales Fundamentals: Lessons from the Island Markets

If you take a trip to pretty much anywhere there are always those areas that are tourist traps full of t-shirts, magnets, key chains, and...

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...