So, you've hustled and booked those critical meetings. Now, what's next? The burning question often is: What do I say? What do I ask? And what do I do with the information?
In a recent interview with author Lee Salz, we uncovered a captivating story and discussed the challenges faced by sales management and the impact on buyer-seller relationships.
Sometimes amid the hustle and grind, we forget to celebrate our wins. I know I'm guilty of this. But we reward ourselves when we celebrate our wins, no matter how small or large. And our brains love a reward. The release of dopamine is crucial in...
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...
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...
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?
Tonya Bjurstrom from Dirby Solutions joined me for my July #BuyerFirst Ask Me Anything. Tonya and I have gotten into many conversations (both on the phone and on social media) about being #BuyerFirst.
We negotiate every day, don’t we? Whether it is with our partners over dinner, our kids over bedtime, or in our day-to-day jobs. If only it were always this easy!But let’s face it - negotiating in sales just isn’t fun times for most of us. In fact,...
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.
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...
