Hey, everybody! I am absolutely thrilled to be speaking at Inbound again this year for the ninth year in a row. And this year, we're diving into a truly fascinating topic: dopamine.
Business is often uncertain. Whether it's a recession, market changes, or unexpected challenges, entrepreneurs, small business owners, sales leaders, and sales professionals demonstrate their resilience by using wisdom and strategy to strive through...
Ever wondered how many touches it really takes to convert a prospect? Most of the data suggests that anywhere between seven and twelve touches are effective, with diminishing returns after twelve. But what do these touches look like?
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...
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...
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.
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...
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...
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...
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...
