Have you ever looked at a coin? Sure, you have, and regardless of how you look at it, the coin’s value does not change. Every coin has two sides to it. They each have a head and a tail. Which side are you looking at? Now, you know what’s interesting? No...
Your customer may say they want you to react to their needs, but what they actually need is for you to be proactive. The proactive salesperson is the one who thinks about the customer and their needs long before the customer does. The proactive salesperson controls...
Prospecting is about helping people. If you know you have the ability to help someone then you owe it to them to reach out to them. Failing to reach out to them is doing them a disservice. How would you feel if you knew someone could help you but didn’t connect with...
What is your customer’s backstory? Everyone has one, and you need to take the time to listen to it. More than ever, salespeople are having tons of conversations, due to so many working from home. For some salespeople, this is no different but for others, and...
I am excited to share a special blog with you on this Monday morning. At my publisher’s request, I wrote an article for their Leadership Essentials blog. Over the last 18 months, it’s been an honor and a privilege to get to work with Harper Collins...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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