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...
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...
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,...
Why Your Value-Prop is Critical to Prospecting & How to Create It It doesn’t matter whether we’re in inbound or outbound, the goal of our effort is exactly the same. And that’s to have a conversation with a qualified prospect. The only...
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...
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...
