As an entrepreneur and a sales professional, I'm always on the lookout for innovative ways to enhance my sales strategies. Interestingly, one of the most impactful lessons I've learned didn't come from a business seminar or a sales conference but...
Ever wondered how many touches it really takes to convert a prospect? Most of the data suggests that anywhere between seven and twelve touches are effective, with diminishing returns after twelve. But what do these touches look like?
Are you as tired as I am of the age-old stereotype of the pushy, slimy salesperson? The image of the used car salesman in the cheesy suit still lingers in the minds of many. But there's a better way to approach sales—one that doesn't involve...
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...
Let me take you through a scenario that's all too familiar to anyone in sales. You're deep into a thirty-minute discovery chat, maybe about ten minutes from wrapping it up. In addition, you've shared insights and summarized key points, and now it's...
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...
Have you ever found yourself in a crucial sales meeting with a potential client ready to impress and dive straight into the presentation, eager to showcase your offerings? I know I have. As the conversation progressed, I realized something was...
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?
Have you ever felt like it's nearly impossible to connect with someone in charge when you're trying to sell something or launch your business? It's like there's a massive barrier in front of you, and the people guarding it don't want to let you...
Reaching the decision-maker might sound scary, but it's worth it. Why? Well, not only does it make it more likely that we'll seal the deal, but it also helps us serve our clients better. Sometimes, what they need doesn't quite match up with what...
