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Collaborative selling: What you need to know

Are you as tired as I am of the age-old stereotype of the pushy, slimy salesperson? The image of the used car salesman in the cheesy suit still lingers in the minds of many. But there's a better way to approach sales—one that doesn't involve...

Transforming Sales Mindset: It's not about me.

Once upon a time, there was a new business owner (me!) who detested the notion of sales. It was a word that carried the weight of desperation and discomfort, and I found myself struggling in my business as a direct consequence. Like many others, my...

Breaking Free: How sales professionals can thrive

Now, I really enjoy working with all levels of the sales team, from the entry-level BDR to the company president. I don't just work with sales teams, ya'll; I also help self-employed individuals and small business owners who need to sell.

What about the human element in sales?

In sales, it's easy to get caught up in the scripts, pitches, and strategies, forgetting the human connection at the heart of every successful transaction. This realization hit home for me while coaching students at Harvard Business School. And the...

When sales leaders feel like they're parenting

Being a sales leader is a lot like being a parent. Yeah? Okay. I feel that way because, as a parent, you wanna see your team succeed. We get frustrated when we show them something over and over and over again, and they still don't quite seem to get...

Transform your sales calls into success stories

Let me take you through a scenario that's all too familiar to anyone in sales. You're deep into a thirty-minute discovery chat, maybe about ten minutes from wrapping it up. In addition, you've shared insights and summarized key points, and now it's...

When your sales calls bring up emotions

Understanding emotions is really important in sales conversations. Emotional intelligence is key to sales success because it helps manage the fear of rejection and stay focused. Emotions can make it hard to make good decisions during discovery...

Discovery questions you need to be asking

Have you ever found yourself in a crucial sales meeting with a potential client ready to impress and dive straight into the presentation, eager to showcase your offerings? I know I have. As the conversation progressed, I realized something was...

Unlocking Business Success: Transform your discovery calls

I've learned that effective communication is crucial in sales. It has enabled me to make that initial connection and truly nurture relationships with my clients. 

Transform your sales approach: Unleash success now

So, you've hustled and booked those critical meetings. Now, what's next? The burning question often is: What do I say? What do I ask? And what do I do with the information?