We are led to believe that Artificial Intelligence (AI) is the enemy of the future. Well, zombies come first, but then AI. Friendly at first, […]
Price Is No Object
We all deal with it, worry about it, and anticipate it before landing big sales: price resistance. If you had a dollar for every time […]
Look for the Eel in Your Next Big Sales Deal
EelNoun 1. (sealife) a snake-like fish with a slender body, proverbial known for its slipperiness. 2. (business jargon) the gatekeepers, deal spoilers, and nay-sayers at […]
3 Ways to Make Change Happen So You Can Land More Mega Deals
An old adage says businesses don’t get better by chance, they get better by change. However, change — to our value frameworks, strategic selling processes, […]
What Sales Consultants Say About Handling Pushy Customers
The pushy customer is a sales team’s worst nightmare. But with the right sales training and coaching, pushy customers aren’t obstacles — they’re opportunities. A […]
Pushing the Limits: Examples of Risk Taking in Business Sales
Ask the question: “Am I trying not to lose?” If your sincere answer is YES, then you are not taking risks. If you are selling […]
3 Quick Ways to Land BIGGER Sales
After years of building up a name in this field, there is one question I get asked over and over again. It’s a question I […]
Dumb Things Salespeople Say…
At some point, we all say dumb things. It is natural and human, but for all our communication abilities, salespeople can say the darnedest things! […]
6-Must Have Traits of Superstar Salespeople
A number of my clients are in the process of interviewing candidates for large account selling. To help them find the best candidates, we go […]
3 Ways Sales Representatives Will Win in the New Era of Sales
What salespeople need to bring to the table in this modern era of sales is significantly different from what they needed to bring in the […]
Weekly Tip: 3 Tips to Survive Life After the Death of Selling
The Death of Selling I regret to inform you that selling has passed away. The exact time of death is not known, but was long […]
The Best Failing Pitch I’ve Heard
I met with a master of the relationship pitch recently. He is an artist. I’ll hit some highlights of what he did: Researched me and […]
