Build Relationships With Gatekeepers Tricks or tactics to "bypass the gatekeeper" may get you some surprise face time, but it's often at the expense of the deal. Winning over a gatekeeper can often be the major differentiator when you're in…
Actions, Reactions, and Mindset There are only three things in life that you can control: Your actions, your reactions, and your mindset. This fact can help us process the craziness and unfairness that life can often lay at our feet.…
Fundamental Sales Negotiation Strategies These four pre-negotiation strategies are critical for building and maintaining a healthy pipeline, handling challenging sales conversations, increasing win probability, and achieving better results. Because proper sales negotiation is often absent from sales training and onboarding,…
A Better Virtual Customer Experience Brings Better Results In a world where everyone is connected, you need to differentiate. As your organization makes the shift from in-person to virtual selling, here are 3 ways you can invest in your virtual…
Differentiation on the Virtual Stage As the dust is settling, buyers are enjoying the efficiencies and ease of interacting with virtual salespeople; the leverage has shifted even more into the buyers’ hands – and buyers know it. Surely, by now…
Virtual Selling is Here to Stay Unless you’re floating in a sea of delusion hoping for the winds of change to blow you to safety, you’ve at least started blending virtual selling into your current sales strategies. Some of you…
If you wouldn’t say or ask something in a face to face conversation, then don’t say it in a chat. Live chat can be a game-changing tool for turning website visitors into customers. In addition to potentially bringing in additional…
I’ve seen professionals taking notes during meetings on their laptops, tablets, or smartphones, and there are few better ways to get a prospect to disengage than by using these “eToys” during initial meetings – especially the damn phone. Don’t do…
Although there are many prospects who are open to talking when you demonstrate empathy and relevancy, there are also some emotionally charged jerks that seem intent on hurting you and making it personal. The pandemic has changed everything. It’s added…
Being able to inspire your clients to share their true experiences with you is critical. It’s even more important that they feel you’re truly listening. I was excited to take some friends to one of my favorite new places to…
Why is it ok to prospect? Prospecting objections. You’re going to get them – even when you’ve got empathy packed into relevant offerings, stories, and solutions. First, I need to address something important. Should you be prospecting at all? In…
During unplanned timeouts in business, the very best companies and ultra-high performers embrace that gift of time and leverage it as much as possible. There are some excellent anecdotes concerning the value of leveraging unplanned time wisely. When the kitchen…
