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Trust: The Accelerant Coin In The Game of Sales
Over the weekend, I was sitting on the couch, catching up on my reading while my kids were playing the Nintendo Switch. I got to thinking...one of the things that makes the selling profession so much fun is how every engagement is a little different, and it’s like...
Zoom Fatigue: Nine Curated Explanations
Do you want to impress your friends with your knowledge of Zoom fatigue? I did the homework for you... Is Zoom fatigue real? Well, everyone has an opinion on it. I've seen explanations here and there through my reading of behavioral and decision science research,...
Lucinda W. Prince – THE Pioneer for Women in Sales
Who pioneered the sales profession for women? Lucinda W. Prince. Do a Google search for Lucinda W. Prince, and you won’t find anything. However, in my sales history research, I've found one of the most fascinating sales figures who drove the profession in the early...
In sales, if you’re gonna lose, lose fast: Why we don’t
You know how this story ends. Is there anyone out there who believes that losing slowly is the best policy? 😧 “I would prefer to work an entire sales cycle before finding out that we’ve lost...versus finding out at the beginning. Working entire sales cycles are...
Confessions of a Former Cold-Calling Expert
Today, when someone reaches out looking for sales prospecting workshops, I can't say "no" fast enough...then I refer those opportunities to others. However, the answer was quite the opposite 15 years ago. From 2003-2006, I was one of the experts in the field of...
Traditional Sales Presentations Don’t Work: Three Science-Backed Reasons Why
Doing things the way they've always been done. Much of the sales profession is made up of steps, processes and tools that exist in the same form since the dawn of modern sales. Presentations have become the biggest culprit. Structured in the same way. Sellers...
Sales – A Trusted & Admired Profession? It happened before…it can happen again!
Sales & selling. Today, even through Covid, Gallup still shows the sales profession scraping the bottom of their most recent annual list of trusted professions...in the company of Members of Congress and Advertising Practitioners. Gross. As the proliferation of...
Text On Your Presentation Slides – The Nerdy Reason Why It Doesn’t Work
Text On Your Presentation Slides - The Nerdy Reason Why It Doesn't Work Do you remember being challenged as a kid to try to rub your belly and pat your head at one time? It was really difficult, right? Your brain has different processing centers, and when called...
How we subconsciously drive prospects from “I want it” to “It can wait”
For as much as my kids wanted ice cream last week, not even they wanted to wait in the long line that greeted us when we got there. “Can we just go home?” my 9-year-old daughter asked. My 8-year-old son quickly agreed. We were happy to oblige, seeing how many...
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