People Buy for Their Reasons, Not Yours (Money Monday)
Summary: Why people buy has far less to do with logic than most salespeople think. Buyers make decisions driven by emotion first, then justify those
Summary: Why people buy has far less to do with logic than most salespeople think. Buyers make decisions driven by emotion first, then justify those
Summary: Q1 is feedback, not failure. Top-performing sales teams use a Q1 sales strategy review to assess whether they have an execution problem or a
Summary Elite sales performers differ from good ones in three key ways: they regulate their nervous system to lead conversations instead of react to them,
Summary I spend my weekends on an ice rink. I have never been a competitive ice skater, not even close. But every Saturday morning, I’m
We all have the same number of hours in a week. The same golden hours. Yet so many sales reps do a poor job of
You’ve heard people say, “Sales is a grind.” And they’re right. Sales requires relentless effort. You’ve got to make the calls, run the process, deal
Buyers don’t experience your good intentions—they experience your process. In the age of AI, the sellers who win are the ones who remove friction and
One of the most vivid memories from my childhood was the day I was bucked off my pony, Macaroni. I was only six years old.
You’re at a networking event and someone corners you. For the next ten minutes, they talk nonstop about their vacation, their dog, their new car.
You’ve got a champion. Someone inside the account who gets it. They love your solution, they’re fighting for your proposal, and they’re feeding you intelligence
On this first Monday of the second month of the year, it’s time for a gut check. First, we need to check where we are
I’m not sure if you noticed this, but there is a massive gap between what salespeople and leaders know and what they actually do. I’ve