How-to Attend Networking or Industry-Related Events
Do You Regularly Attend Networking or Industry-Related Events?
The One Word That Helps You Connect Instantly With Any Prospect
If you’re reading this, odds are you’ve got a real interest in the art and science of selling. You probably know that sales isn’t just about slick closes or perfect presentations, it’s about connection.
Turning Prospecting Time into Pipeline Control
The 20% Rule
Why Closers Protect Prospecting Time Like It’s Non-Negotiable
"I need to think about it" isn't the objection you think it is
“I Need to Think About It” Isn’t the Objection You Think It Is
Do you feel like you have to discount just to make the sale?
Do You Feel Like You Have to Discount Just to Make the Sale?
Are you Avoiding Your Customers... After the Sale?
Are You Avoiding Your Customers… After the Sale?
Do you have an effective QC Department?
Do You (or Your Company) Actually Have an Effective Quality Control Department?
How to Build a QC Department that Actually Works
How to Build a Quality Control Department That Actually Works
The Promise Trap: When 'Yes' Feels easier Than the Truth
The Promise Trap: When ‘Yes’ Feels Easier Than the Truth
Why Pretending to Know Is the Fastest Way to Lose a Sale
The Parts of Your Product You’re Not 100% Certain About
From Vendor to Trusted Expert: The Shift That Changes Everything
Are You Their Vendor… or Their Go-To Expert?
Why We Hate Being Told What to Do (And How Closers Use That to Win)
“I’ve Got This.”
Why We Hate Being Told What to Do (And How Closers Use That to Win)
Why Not Fully Understanding your Own Sales Language is Costing You Sales
“Wait… What Does That Actually Mean?”
You Can’t Close What You Don’t Control
Sales training—today and pretty much since the beginning of time—focuses almost exclusively on closing. Yet this constant focus has not resulted in higher closing ratios. They have remained the same over time: 80 percent of sales are made by 20 percent of salespeople.
The Fastest Way to Lose a Sale: Presenting Too Soon
The Fastest Way to Lose a Sale: Presenting Too Soon
Why the Best Salespeople Don't Resist Help
When Coaching Feels Like Criticism: Why the Best Salespeople Don’t Resist Help
How to Start up a Conversation With a Total Stranger
Talking to Strangers: Why the Best Salespeople Don’t Rely on “Being Outgoing”
The Hidden Opportunity Most Salespeople Miss
When You Wish Your Product Did More: The Hidden Opportunity Most Salespeople Miss
Company Leads or Self-Generated Leads only?
Company Leads or Self-Generated Leads? The Best Salespeople Never Choose Just One
If Education Feels Like the Problem
If Education Feels Like the Problem, Measurement Is the Solution
Why Sales Success Isn't Decided in a Classroom
When Education Feels Like a Barrier: Why Sales Success Isn’t Decided in a Classroom
