Blog Cover Image 1

What's the worst thing that can happen?

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. 

Can you trust someone who doesn't listen?

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...

Sellers: Pay attention to these leading indicators

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...

Yes! Time to talk to a salesperson

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. 

Sales: Do you possess this superpower?

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...

Listen: I just want to get pricing!

Tiffany Lyman Otten shares her buying experience, pricing, and the simplest thing she ever heard at her first sales job. Something companies, sales, organizations, and even founders trying to sell have yet to comprehend.

A good buying experience for a change!

Kenneth Burke and I connected when I went on LinkedIn and saw him share some of his buying experiences. Kenneth is the VP of marketing for Text Request, a business messaging platform. And if you follow him on LinkedIn, you know he just put out some...

Wanna know what your buyers are saying?

Jane Gentry had much to say about her nightmare buying experiences that we might have a blog series. 

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.