Ideal client profiles (ICPs) support marketing, sales and go-to-market execution. But the value of a robust ICP expands far beyond departments. It … [Read more...] about This Is How Executive Leaders Use ICPs to Make Smarter, Bolder Decisions

This blog brought to you by episode #354 of The Sales Hunter Podcast: How to Maximize Client Engagement in First Meetings with guest Lee … [Read more...] about Stop Calling It a Discovery Meeting

Recently, I was having a conversation with a group of sellers about ICPs and qualification. During the conversation, we were trying to refine their … [Read more...] about Urgency Alignment

Every manager has been here. That one rep you believe in but can’t seem to turn around. You’ve coached. You’ve reminded. You’ve warned. And you’re … [Read more...] about How This Manager Transformed an Underperformer Into a Sales Champion in 30 Days

Recently, I heard from one of our subscribers, a sales and finance consultant at a luxury automobile dealership. He shared a story about how a … [Read more...] about Customers Don’t Care About Your Profit – They Care About Your Service   

Anyone can cut a price. Free is easy to sell. But if you’re relying on discounts to close deals, you’re saying, “I can’t sell.”  You’ll want to … [Read more...] about 7 Hidden Dangers of Discounting

Career Coaching Secrets Podcast In this episode of Career Coaching Secrets, host Kevin and I discuss the pending death of … [Read more...] about From Salesperson to Strategic Advisor: Kristie Jones on the Future of Selling