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Why sales managers must protect their calendars

Well, for first-time sales managers, this applies to whether you're adjusting to the pandemic. Because now, you might feel like a first-time sales manager. Again, like, a lot of sellers are feeling like first-time sellers, because everything's...

Should you do what your buyer wants?

I've heard from a lot of people and from some of those that I coach is that this fear that if they do this buyer first approach and their buyer is wrong about how they're seeing their problem or categorizing the solution:

How to sell your "not perfect" product

The product is never going to be right there. Right? Like I hear this a lot from Tech startups where sellers are coming into it. It's like, “Oh I could sell it if it did that” or “I could sell it if it did this”, and, “But that”. 

Inbound or outbound: What's your best choice?

So it's interesting that many people talk about: “it's either, or”. As if life was black and white and that we make decisions based completely on one or the other. 

Remote Workers: Why you're feeling so disconnected

Being remote, the pandemic: In all honesty, I took for granted, how big of a shift this was going to be for people because I've been working remotely and virtually for over a decade. It's second nature to me. So I had to kind of go back to those...

Competitive Differentiation: What you need to know

Trying to keep up with competitive differentiation is becoming far more extremely complex in today's market.

Who doesn’t have excellent customer service? Or an all-in-one solution? Or an AI-enabled widget? 

Sell Without Selling Out: Book Review

I became even more of a fan of Andy Paul’s work when I read his latest book, Sell Without Selling Out. And I became a fan of this book from the very first quote by Ralph Waldo Emerson, "Insist on yourself, never imitate”.

You Can Break Free From Procrastination!

There are very few people in the world who don't have “Call Reluctance”. I mean who really likes to get hung up on?

I've coached and worked with BDRs and SDRs who have been called every explicit  word, hung up on and been called a horrible person....

Stop Creating Drama When Requesting These Meetings...

Do you get nervous when you have to talk to your boss or anyone who has authority over you?I mean, most of us do right at least a little bit, but can you guess what's even more nerve-wracking than that? Having your boss talk to someone you introduce...

How Do You Handle The Constant “No’s”?

How do you handle the constant “No’s” that you're going to get at every step of your sales career? I have three ways that I handle it. I call it the “Expect, Accept & Deflect.