The best sales are the ones where the need to negotiate never enters into the conversation. The reason negotiation is not a central part of closing … [Read more...] about How Does Trust Relate to Sales and Prospecting
A Mind For Sales, My Personal Message
When I started writing the book last year, in my head, I knew that I wanted to tell a story. The story about how I saw sales and its role in not … [Read more...] about A Mind For Sales, My Personal Message
Monday Motivation Video: Who Is Your Perfect Customer?
Do you know what your ICP is? Your ICP is your “ideal customer profile,” and it tells you which people you should spend time with. Your … [Read more...] about Monday Motivation Video: Who Is Your Perfect Customer?
What Does It Mean to Sell Today
I see sales as the most fantastic position anyone can have. Often, I struggle with what to call it because I don’t see it as a profession, … [Read more...] about What Does It Mean to Sell Today
Can I Sell in Today’s Environment?
It’s true that the world has changed in the last few weeks, but the answer is still yes, with two caveats. We cannot forget about the elephant … [Read more...] about Can I Sell in Today’s Environment?
Monday Motivation Video: Are You Spending Enough Time With Your Customers?
I am referring to actually seeing your customers, doing what I call CFT “customer facing time.” In sales, CFT is what matters. I talk a … [Read more...] about Monday Motivation Video: Are You Spending Enough Time With Your Customers?
