Todd’s Articles

As a salesperson, you know way more than you think. It’s also very likely that your buyer knows way less than you think. That combination likely results in you losing to the status quo more than you realize. Also known as the "curse of knowledge", here's what I...

Are you less likely to have the following happen than the average driver: Scrape the side of your car or bang your side view mirror at the drive-thru? Lose control of your vehicle while driving at a high speed? Bump another car while pulling into or out of a...

Do the people who say, “those who can’t sell, teach” also believe that only top-performing salespeople can be good sales leaders? Sprung from George Bernard Shaw's quote from 1903, “Those who can, do; those who can’t, teach.” there's a bubbling trend of posts &...

This may sound obvious - but how does your leader know where to take you if you haven’t told them where you wanna go? The turning point for my entire career was a 20-minute car ride with my CEO, sixteen years ago. I had just joined a Silicon Valley startup. It was...

Objections are gonna happen. The best way to handle sales objections? Lead with the ones you'd be thinking about if you were sitting across the table. That may sound bold. However, I believe it's bolder (*cough* not smart! *cough*) to know what objections might come up and hope they don't!

The Future of Sales - A counterintuitive perspective at how the sales profession has not changed, how it is changing, and opportunities to take advantage... “Buyers know more nowadays!” Articles, social media posts, podcast episodes, and even entire books have been...

Your solution is not all things to all people - but at the same time, it is also very possible that your solution does more than even you think. When I was in grade school, our class was broken into groups, and each group was given a tennis ball. Our assignment?...

There are big lessons for us all in our careers from the journey Tom Brady is on to decide his next move. A word (just to make you smarter), a relevant career progression term and an idea await below. Throw out your word-of-the-day calendar. There are big...