by Mark Hunter | Mar 27, 2021 | Sales Leadership
As an experienced sales professional, no doubt you already tell a few stories. But how do you know you’re telling the right ones? Which stories are the most important that you should you be telling? That’s a question Paul Smith has thought a lot about. He first...
by Mark Hunter | Sep 13, 2019 | Sales Process, Sales Prospecting
The answer to this question is a resounding, no! A few weeks ago, I received a prospecting email that contained over 15 different links. Rather than an email, it was a syllabus for a graduate course. I was floored at the email. I’ll admit that it captured my...
by chris | Oct 10, 2015 | Sales Leadership, Sales Process
I know it sounds harsh, but your sales presentation sucks — if you are relying on it so heavily that it is a roadblock to authentic dialogue. What happens when you come into a meeting with the customer or prospect and you are determined to stick to the...
by chris | Apr 15, 2014 | Sales Process, Sales Prospecting
Go ahead and sell naked some time. You’ll be surprised at what you can make happen when you’re naked. You’ll shock your customers, especially those who are used to dealing with a lot of salespeople. Oh, when I say “naked,” what I mean is...
