Daily Email Archive

What’s your sales superpower?

Friday, May 3, 2019

Can you leap tall gatekeepers in a single bound? Fly faster than a speeding objection? What’s your one unique sales strength, your hidden power, that…

Why you shouldn’t annoy the pig

Thursday, May 2, 2019

Sellers need to focus less on increasing the number of opportunities in their pipeline and become hyper-focused on increasing the percentage of opportunities in their…

Are buyers supposed to be fair?

Wednesday, May 1, 2019

“I see things written about the golf swing that I can’t believe will work except by accident.” This is a quote from the late Harvey…

The Rule of Inverse Defensiveness

Thursday, April 25, 2019

This is primarily a rule for the benefit of sales managers. However, it’s also extremely useful for sellers to use for self-management. The Rule of…

The True Value of Responsiveness

Tuesday, April 23, 2019

When buyers decide to invest their time to purchase a product (or service) it’s to achieve a valuable business outcome (revenue or bottom line growth,…

Qualification Is A 2-Way Street

Monday, April 22, 2019

You’ve “qualified” your prospect. They’ve met whatever criteria you’ve established for qualification. You think you’re done with qualification. Yet, here’s where many sellers make a…