It's one thing to be able to sell to someone when we know that they're coming to us with a particular problem. But as Daniel Pink wrote in his book, To Sell is Human: "Our job is helping them uncover those problems that they don't know that they...
Jane Gentry had much to say about her nightmare buying experiences that we might have a blog series.
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!"?
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?
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:
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....
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...
Over the last couple of weeks, we have been holding our Live Sales Labs every week. We don't normally do them that often, but with lots of people scrambling to close end of year deals- it seemed like a good way to help.
What do you do when your buyers stop responding to you?
This is one of the most common situations we encounter in coaching and it is always interesting to see how different salespeople and leaders react to it.
Several recent coaching sessions prompted me to think even more about how the traditional communication pie chart has changed. Traditionally it states that 93% of is non-verbal, ie: 55% is body language and tone is 38%, whereas 7% are the words that...
