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Are You Consultative Selling Right Now?

What is consultative selling?

Consultative selling is a sales approach that prioritizes relationships and honest, meaningful dialogue in order to first create that solid relationship. Only once the relationship gets its foundation is when the...

Hiring a salesperson? What should you look for?

What should you be looking for in your next salesperson? And if you are looking for a sales job, what should you be working on to attract top employers?

"I don't want to sell!

When someone recently asked me who my favorite shark on Shark Tank was-my answer surprised them when I said Barbara Corcoran.  Maybe it is because her history is a lot like my family history- she was a waitress before her start in real estate. Or...

"Let's Talk Website Design..."

I got the following inquiry last week...

What's the real reason salespeople need to ask questions?

To customize their pitch?

To diagnose a problem properly?

To recommend the right solution?

To find out who the decision maker is?

To make sure they understand the buyer?

To challenge how they think about their problem?

To make the buyer feel that...

Predicting 2016

I heard Mark Roberge once say at a mini-conference, "If you want to get VC's ears to perk up, use these three words- predictable, scalable, revenue."

Sure Signs Your Sales Email Is All About YOU.

The internet is full of tricks, tips, and templates on how to write sales emails, but how do you know which ones are any good?

How do you measure success?

Someone recently asked me how I plan to measure success for Unbound Growth. Most business owners who think about goals think about a revenue number. But that wasn’t really working for us. It wasn’t exciting enough, it didn’t motivate and inspire.

How do you react to really bad news?

Photo via craftivist collective on Flickr

Last weekend I got some really bad news from someone close to me. In the past, getting this type of news would have sent me into a stressed emotional state that would have started a fight.

Others handle...

Referrals Are the True Goal of the Sales Process

My grandmother founded and ran one of the first female owned real estate agencies in MA in the late 70’s early 80’s (so I am told). Every month there was a real estate association networking meeting where brokers would network and get to know...