Which Prospecting Channels Have The Best Conversion to Sales? When it comes to prospecting, if we’re going to be successful, it’s important to get clarity around the dynamics of each selling channel. We need to understand the conversion rate to...
The Biggest Mistake in Sales Messaging – And How to Avoid It Customers follow a predictable process when making decisions. And that helps us when it comes to crafting our sales messaging. The Buyers Journey Here you see a model of the buyer’s journey....
Listen to How to Close for Non-Salespeople – Selling is Serving with Nicole Holland on the Business Building Rockstars Show I’m honored to have been recently featured as a “Rockstar” on Nicole Holland’s popular Business Building Rockstars...
How To Prevent Your Sales Encounter From Getting Hijacked Have you ever attended a meeting where a party’s interests was not addressed and it created problems? I have seen firsthand, domineering stakeholders completely derail meetings by repeatedly inserting their...
Why Poor Questions Hurt Your Sales And How to Create High-Value Questions Instead Your questions, in and of themselves, have an amazing capacity to create insight and bring value to your sales encounter. Your ability to master questioning and facilitative dialogue is...
Are You Making This Classic Sales Conversation Mistake? It’s easy to say that you should add value to every encounter, but it’s quite another to offer you concrete ways of how to actually go about doing that. Our next series of posts does just that. The Most Common...
