Sales Play During a Recession: Extreme Firmographic Focus

Sales Play During a Recession: Extreme Firmographic Focus

by | Apr 23, 2020 | Video

While it may sound counterintuitive, when things get tough, extreme firmographic focus wins. Pick a tight verticle (industry, size, region) where you know you can make an impact, and focus there. You: 1) We all quickly become an expert in that vertical, 2) which helps...
Webinar Talk Show with Todd Caponi

Webinar Talk Show with Todd Caponi

by | Apr 23, 2020 | Video

The Webinar Talk Show is a program that Thom Singer has co-created with Eliz Greene to help companies and associations deal with the abundance of talking head webinars. In this episode, Todd Caponi shares the behavioral science associated with uncertainty &...
The Sales & Sales Leadership Loneliness Epidemic

The Sales & Sales Leadership Loneliness Epidemic

by | Apr 9, 2020 | Blog

Loneliness has been “proven worse for health than smoking 15 cigarettes a day…” January 2018: “The issue prompted (UK) Prime Minister Theresa May to appoint a minister for loneliness.” Loneliness raises “levels of stress hormones and inflammation, which in turn can...
Selling through a downturn, STEP 2: Extreme Focus

Selling through a downturn, STEP 2: Extreme Focus

by | Mar 18, 2020 | Blog

As we talked about during last week’s virtual “Successfully Selling in Uncertain & Difficult Times” webinar, lessons 1 & 2 that not only align with what buyers are thinking about but which also had a dramatic impact on our results last time around: It was...
Daily Sales Tip: Selling through a downturn & uncertainty

Daily Sales Tip: Selling through a downturn & uncertainty

by | Mar 17, 2020 | Video

The short version – how to rethink your messaging, approach and mindset while in a world of uncertainty. Think about it – discretionary spending stops, essential spending gets picked over and risk is reduced – for you, your prospect (as a person),...