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...
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...
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?
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.
"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.
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...
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?
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....
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.
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...
