If you sell long enough, you’ll hit this wall: you’re working with a smart, engaged contact… but the deal stalls. Not because they don’t like you or the solution—because they’re not the person who can say yes.
I'm sitting in my office, trying to refill my new fountain pen.Ink everywhere. Fingers stained. It wasn't going well.But it reminded me of something I see way too often in sales: We're obsessed with upgrading tools…
Yet, we overlook the thing that...
If you’re a founder, your #1 job isn’t raising money.-It’s not building the perfect product.-It’s not hiring a rockstar team.
Last month, I went to see the Boston Bruins play. It's been a while since I've caught a hockey game live, but being there in the energy of the arena reminded me of something important.
In sales, it's easy to get caught up in the scripts, pitches, and strategies, forgetting the human connection at the heart of every successful transaction. This realization hit home for me while coaching students at Harvard Business School. And the...
Understanding emotions is really important in sales conversations. Emotional intelligence is key to sales success because it helps manage the fear of rejection and stay focused. Emotions can make it hard to make good decisions during discovery...
So, you've hustled and booked those critical meetings. Now, what's next? The burning question often is: What do I say? What do I ask? And what do I do with the information?
We're doing this series of episodes and interviews to understand what's really going on behind the buyers' eyes in mind. How do the things that we do as salespeople influence their buying decisions? How does it impact even the perception of sales?...
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...
