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How to Sell to the CEO

How to Sell to the CEO

Here are 16 tips for reaching the CEO and speaking their language.  CEO Facts 1. CEO’s don’t have budgets. They set them…and take them. Don’t ever think that there’s no money. There almost always is money, and they will spend it because they don’t...
How to Build a Sales Pipeline

How to Build a Sales Pipeline

Keeping your pipeline stuffed is a sure path toward frustration, (and a lousy way to impress your boss). Build your sales pipeline in a way that deals flow through with ease from top to bottom. How? I’ve got 10 tips for how to build a healthy sales pipeline. 1. Know...
10 Reasons Why Salespeople Fail

10 Reasons Why Salespeople Fail

I hate talking about negative subjects, but it’s time to call it out.  I’m going to list ten reasons why salespeople fail. Now, it’s not that salespeople fail on all ten of them, but all it takes is one or two. This post is to help you steer clear of...
10 Ways to Get a Prospect to Respond

10 Ways to Get a Prospect to Respond

“Oh, wow, I guess they’re not interested.”  Wait! You have no idea how valuable of a prospect they are until you have the conversation with them.  Sure, you’ve made four or five calls or emails, and they’re not responding. But you have...
10 Ways to Use ChatGPT in Sales

10 Ways to Use ChatGPT in Sales

Don’t think for a moment that ChatGPT is going to replace you— it won’t if you are a confident, competent salesperson. But you’ve got to understand how to use it. My co-host Meridith Elliott Powell and I dove into this topic on a recent episode of Sales...