What helps people move from being average to being great? What’s the mindset difference? Marty Park believes that if you’re the business owner doubling as the sales manager and you…
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Too many people start a sales conversation with scarcity instead of starting with the principle of liking or creating social proof. Should there be timing around some of the principles?…
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One of the things that makes Michael Reddington’s skin crawl is the phrase “buyers are liars.” He emphasizes that it’s not true, not any more than anyone else. Everyone has…
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Many people approach sales as if they are going to be working as a “lone wolf” the entire time. But David Perry prefers to assemble a dream team. What does…
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According to Deb Calvert, the purpose of a rationale question is to understand the decision that has been made and what has gotten you to the point you’re at in…
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If you want to differentiate yourself from the competition as a salesperson, what do you do? How do you make your product or service stand out? Tom Williams argues that…
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People, ultimately, want to be happy, i.e., experience the feeling of well-being. But happiness is relative. It’s based on what people value. What makes them happy might be meaningless to you.…
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How To Make Your Meeting with Procurement More Effective So what happens once you’ve gotten past the lunch meeting and actually secured your first sales meeting with procurement? Well, if…
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Why Your Cold Calls to Procurement Don't Work Most cold calls to procurement don’t work. Not because they can’t work, but because most salespeople have no idea how to actually…
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