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...
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?
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...
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.
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...
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...
This post has been sitting in draft since April. It was initially inspired by a fellow inbound marketer who asked me to help them with a start-up company prospect who they thought needed buyer persona profiles and...
Last Sunday night I played one of my favorite games that I call 'Twitter roulette', where I use my mobile twitter app and spin through the people I follow and randomly stop to see what comes up. If it's interesting, I...
One of my contacts recently asked their network of sales experts to offer their top traits of a sales rockstar (apparently this is what the kids are calling the best sales people these days).
Although I don't...
I was asked recently what my opinion of sales scripts are. I hesitated to say that I think they are a complete waste of time and create lazy salespeople, simply because many...
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