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Dealing with Change & Uncertainty in Sales

Dealing with change and uncertainty is difficult. Check out this video or read along to discover: 

  • Why having a strong foundation of trust is key & how now is a great time to exercise that and illustrate to your team how much you trust them.

  • ...

The forgotten power of ‘scheduling the next meeting’

Richard Smith is the Head of Sales for conversation intelligence and coaching platform - Refract. He is passionate about developing sales people, analyzing the science behind sales conversations, and changing the broken culture and mindset...

4 Must Ask Questions Before You Click Send

Sometimes when we are coaching salespeople, we are reviewing sales calls, social media interactions, and yes- even email. Wherever and however the conversations are happening, we want to know about it.

Below are examples of 2 different emails sent ...

How to fail at selling and still win

I attended a networking event last night. My goal coming in was to track down, and connect with a top prospect in a strategic account I was trying to penetrate. I wanted to know if I can help them solve their business challenges.

After about an hour...

Does your sales approach build or destroy trust?

There is a negative perception of sales today that has been around for a long time. Last week I was reminded why that is when I got this email:

“Thank you for creating stellar content! Your blog rocks. Thanks for providing unique stories. I always...

The Renaissance of Sales

What will it take to create respect for the sales profession?

The state of sales today reminds me of what the state of the medical profession from the 16-18th centuries was. Sales, like medicine, has been evident since the beginning of recorded...

The day I stopped selling and they started buying

Probably one of the most important lessons I have learned from working with Unbound Growth is to play it cool.  Fonzie cool.  Remember Arthur Fonzarelli from Happy Days?  Now picture the Fonz as a sales rep.  Do you think he would be chasing...

When does preparation become a bad thing?

There is a lot of content and conversation about the need to prepare and do your homework before you get on a sales call or into a meeting. And that’s a good thing. But like note-taking, when is too much of a good thing? When does preparation...

How do you handle it when your customer wants to “shop around?”

When I was about 10 years old, we put new carpet in the house.  Anyone that grew up in the 80s in the Dayton/Springfield Ohio area probably heard the commercials for Buddy’s Carpet Barn and Bryant Brothers.  I still have the “Forget the others,...

The most unexpected way to prep for your next sales call or meeting.

When we hear as salespeople that we need to understand our buyer, it sounds so easy to do. Ask enough questions and you will get a picture of their world and what is going on in their minds, right?