I grew up in a family of entrepreneurs and business owners. The concept of going to college and having a nine-to-five job at a desk was unfamiliar to my family, leading me to have a solid motivation to pursue my own path.
Sometimes amid the hustle and grind, we forget to celebrate our wins. I know I'm guilty of this. But we reward ourselves when we celebrate our wins, no matter how small or large. And our brains love a reward. The release of dopamine is crucial in...
We're worried about the relationship that we're trying to build. We're worried that the person's going to get upset with us.
What's going on behind the buyers' eyes and minds? How do the things that we salespeople do impact their buying decisions and the perception of sales? Jeff Peterson, sales manager at Spin Linen Management, shares a car buying experience with us in...
We're doing this series of episodes and interviews to understand what's really going on behind the buyers' eyes in mind. How do the things that we do as salespeople influence their buying decisions? How does it impact even the perception of sales?...
The authentic conversations are the authentic buyer journey. The reason it makes for a much better buyer and customer experience, they have consistency in the conversation with us. I'll get thrown over the wall, like, the technical engineer, the...
I asked Tiffany Lyman Otten to share her best advice for sales managers on how to improve, and leading indicators were at the top of her list:The first thing I would say will probably be a little controversial. Abandon the vanity metric. Because...
The right time to talk to a salesperson: It's the disqualification that you have to be able to do early, especially given that we know most of our buyers would prefer to do their research and everything else online before talking with a salesperson.
Most buyers prefer to do their research online before talking with a salesperson, and digital transparency is becoming increasingly important. When Kenneth Burke was looking for a product, he did his own research and asked for referrals, then had a...
It's one thing to be able to sell to someone when we know that they're coming to us with a particular problem. But as Daniel Pink wrote in his book, To Sell is Human: "Our job is helping them uncover those problems that they don't know that they...
