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Free Events, Content, Podcasts & Webinars
Hey everyone - there's has been SO MUCH GOING ON lately, and most of it is totally free. Wanted to make sure you were aware of all of the webinars, podcasts, and upcoming events available to you. Here's the collection...all in one place. The "Modern" History of...
The Checklist: Maximizing Engagement of Your Remote Sales Team
Short & sweet: Here are the six things, from a nerdy behavioral science perspective, that drive our motivation to do what we do. You can use these as a checklist - if you're providing each of the six elements below, your team will show up each day, do more than...
The Resilient Sales Profession – and how to keep it that way!
"One Million B2B Sales Jobs Eliminated by 2020." 5 years ago, Forrester made a prediction that, if you were in B2B sales, you saw. “B2B buyers are living in a 2015 digital-first world, but B2B sellers are still living in a 1965 salesman-first world.” eCommerce was...
The Sales & Sales Leadership Loneliness Epidemic
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
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...
Selling through a downturn: Ready or not, here it comes
Ready or not, here it comes. Whether it appears justified or logical unfortunately doesn't matter. Things have tightened up quickly. Is it actually a downturn? Could this spark the start of a recession? Could it be even worse? On the other hand, could it be over...
How not to sell like the World Health Organization
"Coronavirus is a threat, not because of what we've seen already, but because of the uncertainty around it. As of yet, we don't have a vaccine and don't have over-the-counter medications to fight it. Be vigilant. Wash your hands. If you're sick, stay home." This is...
Transparency with Context: How Your Negatives Sell
Breaking news: Amazon made a mistake. Before I explain, let's start with this question: Has a 1-star review on a product ever driven you to actually buy the product? It just happened to me. I was evaluating a piece of software, and the 1-star review that did it for...
Confessions of a CRO: My Top 10 Favorite Sales Interview Questions
With employment levels as high as they've been in the past forty years, recruiting is at an all-time high in terms of matching candidates with desired experience levels. So, what do you do? You either keep searching, which has a massive opportunity cost. Or, you...
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