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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. 

Someone just downloaded your resource: Now What?

Doug asked, "Can you elaborate more on improving the inbound marketing experience to make it easier for buyers to purchase –social proof"? Love this question, Doug. So, Inbound is an interesting sort of dynamic that happened over a decade ago.

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:

Inbound or outbound: What's your best choice?

So it's interesting that many people talk about: “it's either, or”. As if life was black and white and that we make decisions based completely on one or the other. 

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...

What to say when they actually answer the phone

I was sitting here in my kitchen thinking about what is my afternoon snack going to be and what my coaching takeaway of the day going to be?

How many emails & phone calls should you be doing in an hour in order to reach your goals?

This is a question that I just got asked on a coaching call from a new business development rep, who was way down on their leaderboard and freaking out because there was a huge gap between where they were and where their top performers were.