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...
What Does an Ideal Prospect Look Like? The highest leverage of your time is to focus on ideal, high-probability prospects to begin with. But that begs the question: What does an ideal prospect look like? Here’s a list of criteria you should be looking at: Using...
3 Tips On How to Upgrade The Impact of Your Sales Advances We’ve been discussing brainstorming advances and how to make the advances you suggest even stronger. Here are three more ways to strengthen the sales advances you suggest. Pick the best possible...
How to Add Value On Every Sales Call (& Why’s It’s Absolutely Critical That You Do) I recently delivered a session on The Sales Experts Channel on how to add value on every sales call and why it’s absolutely critical that you do. SEC is...
Book Review of Sales EQ by Jeb Blount As an admitted fan of Jeb Blount it was with great anticipation that I read through Jeb’s eighth sales book – Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex...
