by James Muir | Nov 5, 2018 | Adding Value, Book Reviews, Deal Strategy, Discovery/Questioning, Insight, Insight Selling, Messaging, Planning, Sales Process, Selling Skills, Selling to Executives, Selling With Insight, Value Proposition |
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...
by James Muir | Aug 13, 2018 | Book Reviews, Marketing, Messaging, Persuasion, Presenting, Selling to Executives |
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...
by James Muir | May 28, 2018 | Business Development, Insight, Insight Selling, Lead Generation, Marketing, Messaging, Persuasion, Presenting, Prospecting, Selling Skills, Selling to Executives, Selling With Insight, Targeting, Unexpected Value, Value Proposition |
The Six Elements of High Impact Messaging How do we craft outbound prospecting messaging that gets buyers to engage and act now? That’s the question we have been discussing. This week I’m excited to show you a messaging framework based on brand-new, cutting...
by James Muir | May 21, 2018 | Business Development, Inside Sales, Lead Generation, Marketing, Messaging, Planning, Prospecting, Sales Process, Selling to Executives |
3 Key Questions You Must Answer For Effective Sales Prospecting Messaging How do we create effective prospecting messaging? That’s the question we’ve been discussing. Regardless of whether we are inbound or outbound we are dependent on messaging to...
by James Muir | Mar 26, 2018 | Adding Value, Agendas, Deal Strategy, Insight Selling, Interview, Podcast, Presenting, Sales Process, Selling Skills, Selling to Executives, Selling With Insight, Unexpected Value, Value Proposition |
Listen to How to Sell to the C-Suite on the Sales Is King Podcast With Dan Sixsmith I recently caught with sales veteran Dan Sixsmith with the Sales Is King Podcast to discuss how to maximize our meetings with C-level executives. If you enjoy gritty, in-the-trenches...
by James Muir | Nov 27, 2017 | Book Reviews, Planning, Selling to Executives, Tools |
Negotiating For Sales – A Review of Unlocking Yes by Patrick Tinney I recently had a closing meeting where my client and I would be negotiating deal points. I had some lead time so I took the opportunity to pick up Patrick Tinney’s book on negotiating...
