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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...

What's really happening inside your buyer's mind?

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?

Buying process essentials you need to know

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.

Yes, You Can Become a Fearless Negotiator!

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,...

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...

Book Review How to Change by Katy Milkman

So, have you ever wondered why some things work for you, but not for others? Or why so many of us fail at our New Year's Eve resolutions every year? It is one of the main things that I am writing about in a chapter right now.

Discounts must die.

Seem like strong words? Good! Keep reading, this post is for you.

7 Science Based Techniques to Develop a Discipline

Why do so many salespeople know what to do, but very few do what they know? Ok, now who hasn’t asked that question? From sales leader's posts on LinkedIn to the sales managers and salespeople we work with on a daily basis, it has come up a lot...