Blog Cover Image 1

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!"? 

Top three skills a #BuyerFirst Seller needs

I measure for several attributes and look for how to test, measure, coach, and train. It starts with mindsets. Then goes into attitudes and beliefs I know are necessary for you to be an authentic #buyerfirst seller. 

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:

Stop Creating Drama When Requesting These Meetings...

Do you get nervous when you have to talk to your boss or anyone who has authority over you?I mean, most of us do right at least a little bit, but can you guess what's even more nerve-wracking than that? Having your boss talk to someone you introduce...

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...

Go 100% Digital...or Develop Better Sellers?

Can you really afford to not be buyer first in your sales process? Not anymore, you can't. Technology must enhance the human experience to further advance your buyer toward deciding whether they will buy your product.

Getting 1% better every day is BS

Have you heard the phrase or seen the phrase being tossed around lately about “getting one percent better every day”, as much as I have? Yeah. Well, have you ever watched the ups and downs of the stock market, political polls, or tried to lose...

Did you scramble for end of month sales?

John is a new client who wrote the following post about what he learned about himself in the first few weeks and how that has been impacting his sales performance.

"I started sales coaching two weeks ago. I managed to not do the VERY FIRST homework...

The one thing that salespeople must do to make or break quota

On a recent call with a group of colleagues, one commented to me- “You do more in a day than I do in a week!” I do cram a lot in, maybe it comes from my Irish/Polish blue collar entrepreneurial family background, but work is not a four letter word...

The dangers of a land and expand sales coaching strategy

When my children were first born, my Nana would often give me advice on things like discipline. The one phrase she would often say is, “Spank them up until they are 6- never out of anger, but to teach them consequences. If that stove is hot, they...