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This is crucial to your sales process.

Jane Gentry is an excellent connector with a fantastic set of skills. She's known as the CEO advisor. Jane is a business consultant for small to midsize firms handling everything from strategic growth issues to how we set those strategies. And the...

OMG! Buying behavior has changed. Now what?

How do we coach our sellers for success in a down and tough economy? Well, first, we need to address how buying behavior has changed. And what must we do to sell accordingly with that change? 

In his book, The Science of Selling, David Hoffeld...

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!"? 

Is it too late to become #buyerfirst?

How do you start a #buyerfirst relationship with my current customers if they've already gone through a traditional sales process? Is it too late?

Consultative or #buyerfirst selling: Which is best?

Rather than a linear process, I see the collaborative selling model as more layered and cyclical. Like, an onion. You peel back the layers of an onion. 

Not booking meetings? Try doing better research.

It takes too long for me to personalize my messages myself. How am I supposed to meet my activity levels and book enough meetings if I'm researching every person that I reach out to? 

Great question! I hear this actually a lot from SDRs that I work...

Should you do what your buyer wants?

I've heard from a lot of people and from some of those that I coach is that this fear that if they do this buyer first approach and their buyer is wrong about how they're seeing their problem or categorizing the solution:

Stop Creating Drama When Requesting These Meetings...

Do you get nervous when you have to talk to your boss or anyone who has authority over you?I mean, most of us do right at least a little bit, but can you guess what's even more nerve-wracking than that? Having your boss talk to someone you introduce...

Are you a victim...of your habits?

So what does it mean to be a victim of your habits? Well, it's kind of like when you just lost a whole bunch of weight. And then one day you step on the scale, only to realize that somehow 17 pounds just magically appeared.

What Sales Can Learn From Cobra Kai

I have spent the first week of this year coaching a lot of sellers and a lot of managers. And I have seen to notice this theme that's been coming out this week.