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Closing deals: Talking to the right people

Reaching the decision-maker might sound scary, but it's worth it. Why? Well, not only does it make it more likely that we'll seal the deal, but it also helps us serve our clients better. Sometimes, what they need doesn't quite match up with what...

How Meditation Can Transform Your Sales Success

In my book, "Buyer First," I emphasize the significance of meditation and mindfulness practice - a whopping eleven times to be precise. Meditation enhances mental health and rewires our brains to form genuine connections with buyers.So, let's...

How to stop avoiding your prospecting tasks

Did you know that according to data from Hubspot, on over 100 companies, salespeople sent out 151% more emails since the pandemic started and got a 38% lower response rate? 

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. 

Why you need #buyerfirst sellers, like yesterday

"What is the best way to hire sellers, who will work best with our buyers?" Now, this is a question that I hear quite often. 

Why are your buyers ignoring you?

How do I meet the activity levels that my manager is demanding and not turn my buyers off with spam? It is a question that comes up for me every week with sellers. And it's also a question that managers are struggling with as well, the competing...

Competitive Differentiation: What you need to know

Trying to keep up with competitive differentiation is becoming far more extremely complex in today's market.

Who doesn’t have excellent customer service? Or an all-in-one solution? Or an AI-enabled widget? 

You Can Break Free From Procrastination!

There are very few people in the world who don't have “Call Reluctance”. I mean who really likes to get hung up on?

I've coached and worked with BDRs and SDRs who have been called every explicit word, hung up on and been called a horrible person....

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.

When Your Confidence Is Shaken...Do This.

One of the things that I love about my work is that I get to work with every level of the sales organization- from the frontline BDR to the president of the company. And not only sales organizations, but also self-employed and small business owners...