Blog
Is There Really Such a Thing as a Perfect Close? Phil Gerbyshak @PhilGerb and James Muir
Is There Really Such a Thing as a Perfect Close? In this interview with the amazing Phil Gerbyshak, Phil shakes me down on whether or not there really is a perfect close for all occasions. We cover the best practices in closing sales, why 50-90% of sales encounter...
How Do Relationships Factor Into The Perfect Close? with @KodyBateman
How Do Relationships Factor Into The Perfect Close? In this interview with the amazing Kody Bateman from Sendoutcards, Kody and I discuss how relationships factor into The Perfect Close. We talk about when selling starts to feel like manipulation, why...
Techniques & Science Behind the Perfect Close on the What’s My Tagline Podcast w @carolflagg and @janeinmaine
The Techniques & Science Behind the Perfect Close on the What's My Tagline Podcast This is the highlight of three interviews with podcast host Carol Flagg and Jane Bogue Chief Revenue Officer at Xtelligent Healthcare Media. In this session we discuss the...
You’re Making Sales Too Hard – Listen to Jeff, Christie & James on The Why And The Buy Podcast @jeffbajorek @walterschristie
You're Making It Too Hard - Listen to Jeff, Christie & James on The Why And The Buy Podcast I absolutely love this interview with Jeff Bajorek and Christie Walters on their amazing show The Why And They Buy Podcast. We talk about our tendency to overthink,...
Sales Book Review – Eat Their Lunch by Anthony Iannarino @Iannarino
Sales Book Review - Eat Their Lunch by Anthony Iannarino Every now and then there comes a book with such far-reaching implications that literally everyone across the sales industry reads it and then begins fervently implementing the guidance in their personal and...
Your Questions on The Perfect Close Answered
Your Questions on The Perfect Close Answered I recently did an interview with the Brazilian sales magazine VendaMais that answers many questions I get on The Perfect Close. I think you'll enjoy it! Q. The fundamentals of Neil Rackham's theory says that “a close is...
Book Review of Selling From The Heart by Larry Levine @Larry1Levine
Book Review of Selling From The Heart by Larry Levine Every now and then I encounter a book that is both challenging and inspiring. Larry Levine's Selling From the Heart is just such a book. It calls you out in areas you know you can do better in while revving up your...
Here are the Four Keys to Success in Sales Prospecting
The Four Keys to Success In Sales Prospecting The most recent data shows that prospecting is the #1 challenge for salespeople worldwide as surveyed by Hubspot. Prospecting is also getting harder. When asked what is more difficult to do in sales now compared to 2-3...
Book Review of Sales Differentiation by Lee Salz @SalesArchitects
Book Review of Sales Differentiation by Lee Salz Effective sales messaging is a key focus and a pet topic of mine and a key challenge in all sales and marketing messaging is differentiation. That's why I was so excited when I discovered that serial author and sales...
Book Review of The Seller’s Challenge by Tom Williams & Tom Saine @SD_Firm @TomSaine3
Book Review of The Seller's Challenge by Thomas Williams & Thomas Saine I've had the opportunity to learn all of the major sales systems over the past thirty years. There is merit in every sales methodology. Yet, in training my own teams and in training for...
