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Do I still need ideal customer profiles?

Of course, we need to have ideal customer profiles today. But how do we need them? And what do we need to include in them? Are there some questions that we need to address? 

That person needs to stop talking, NOW!

Now I'm sure that you've all had that experience with someone, you know, that person. The one who asks you many questions, but they interrupt you before you’ve started to answer the question. Then they tell you about themselves, their experience,...

How to improve your discovery calls today

Are you one of the many people in sales who wants to improve your discovery calls? And how do we do that?

Are you asking your buyers GOOD questions?

Everyone wants to improve discovery calls, which I love because I often say that the close starts when you say hello. In fact, it begins a lot sooner than that when you consider how much research buyers are doing online.

Research your buyers BEFORE you blow it

These are my best tips for researching, having better discovery calls, and engaging with your buyers in a way they'll find valuable to them. So, how should you research your buyers before engaging?

How to prospect in a #Buyerfirst way

How do you prospect in a #BuyerFirst way? Well, the first thing I'll tell you is you've got to do the research beyond the industry they're in or their current role.

Tips for salespeople: straight from my garden

This post is Part lI of a two-week series about garden tips that can help salespeople, leaders, and business owners. 

What leaders can learn from my garden

This post is Part I of a two-week series about what my garden can teach sales leaders and business owners. 

What's really happening inside your buyer's mind?

What are some of the most common things salespeople say and do that turn off their buyers? And what's really happening inside your buyer's mind when you do and say them?

Do surveys help your buyer feel valued?

Tonya Bjurstrom and I had a fun chat about surveys because I love Tonya's latest newsletter, where she said, "When's the last time you took an online survey and thought, Wow! This is great! I feel so valued!"?