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...
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 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 – Seven Stories Every Salesperson Must Tell by Mike Adams Early on in my sales career I noticed that clients remembered the stories I shared far better than the compelling statistics I would offer. A compelling stat? Good for a week or...
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...
How Long Does It Take to Make 1,000 Sales Calls? We’ve been discussing that despite both seen and unseen challenges the latest data shows that there is a clear path to navigating both sets of obstacles that brings the greatest success. What sales professionals...
