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Asking For Pain In Sales Conversations

Okay, super quick coaching tip for y'all. Have you ever wondered why our buyers recoil from us? Perhaps it is because we are so often told in sales that it is our job to dig for, discover, and uncover the pain. Then we become so laser-focused on the...

Sounding More Like a Human Than Your Email Sequences Do

We have to make sure that we're focused on sounding more like a human than our email sequences do. This kind of goes along with the thinking that you have to be able to add more value to the conversation than Google or your website does.

How do you close out your year strong when you're stretched thin for time?

A lot of people I talk to don't believe that you can generate a lot of new business in the last few weeks of the year, but I would challenge you in that belief. Because a lot of times it's really just a matter of understanding what are the symptoms...

How many emails & phone calls should you be doing in an hour in order to reach your goals?

This is a question that I just got asked on a coaching call from a new business development rep, who was way down on their leaderboard and freaking out because there was a huge gap between where they were and where their top performers were.

Are You Consultative Selling Right Now?

What is consultative selling?

Consultative selling is a sales approach that prioritizes relationships and honest, meaningful dialogue in order to first create that solid relationship. Only once the relationship gets its foundation is when the...

Hiring a salesperson? What should you look for?

What should you be looking for in your next salesperson? And if you are looking for a sales job, what should you be working on to attract top employers?

"I don't want to sell!"

When someone recently asked me who my favorite shark on Shark Tank was-my answer surprised them when I said Barbara Corcoran.  Maybe it is because her history is a lot like my family history- she was a waitress before her start in real estate. Or...

"Let's Talk Website Design..."

I got the following inquiry last week...

What's the real reason salespeople need to ask questions?

To customize their pitch?

To diagnose a problem properly?

To recommend the right solution?

To find out who the decision maker is?

To make sure they understand the buyer?

To challenge how they think about their problem?

To make the buyer feel that...

Predicting 2016

I heard Mark Roberge once say at a mini-conference, "If you want to get VC's ears to perk up, use these three words- predictable, scalable, revenue."