It’s no secret that I love golf. I’ve been watching the documentary Full Swing. In the second season, there’s an episode about a player named Wyndham … [Read more...] about Golf Is a Mind Game: And So Is Sales
5 Reasons I Love Selling
As a kid, my dream was to become a loudspeaker engineer. Building speakers was my passion–small speakers, large subwoofers, car systems. Because of … [Read more...] about 5 Reasons I Love Selling
Your Customers Aren’t Buying Your Product, So Why Do You Keep Selling It?
I’ve been sitting in a lot of deal reviews recently. The clients are in varied businesses, ranging from software technologies, medical devices, … [Read more...] about Your Customers Aren’t Buying Your Product, So Why Do You Keep Selling It?
How to improve sales with the right type of empathy
Empathy gets a lot of lip service in sales circles. We talk about how to transform sales with empathy. The importance of empathy in coaching. Whether … [Read more...] about How to improve sales with the right type of empathy
Critical to B2B sales success – stakeholder assessments
One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we … [Read more...] about Critical to B2B sales success – stakeholder assessments
What is a sales pipeline and why should you care?
Almost every sales professional uses the phrase “sales pipeline” at least several times a week. But if you ask a room full of … [Read more...] about What is a sales pipeline and why should you care?
