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Yes. Buyers WANT to buy your solution!

Believe it or not, buyers want to buy your solution. And for the most part, buyers have an idea of what they need and how to get there because they have goals in mind. 

Are you asking your buyers GOOD questions?

Everyone wants to improve discovery calls, which I love because I often say that the close starts when you say hello. In fact, it begins a lot sooner than that when you consider how much research buyers are doing online.

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!"? 

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...

Asking For Pain In Sales Conversations

Okay, super quick coaching tip for y'all. Have you ever wondered why our buyers recoil from us? Perhaps it is because we are so often told in sales that it is our job to dig for, discover, and uncover the pain. Then we become so laser-focused on the...

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?

The Art and Science of Layered Sales Questions

At this past week’s #livesaleslab we talked about asking questions. It came up in nearly every conversation we had in the past week with new coaching clients so it was hard to ignore. I have always called it drill down questions, but I like layered...

Can one coaching call really make a difference?

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.

Startup Sales - An Interview with Mark Roberge of Hubspot

At a Hubspot focus group, I was asked what my single most favorite thing about Hubspot was. My answer was very simply, "The people." I said this because I believe the success of any business is completely dependent on the people in it. People buy...

Buyers are Liars as Sales Techniques

I know, so negative of me. Once upon a time, I would agree with you. People don't lie, at least not intentionally! They just change their mind. Sometimes, buyers either don't know what they need or how to buy it, or they don't think it makes them a...