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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 this...
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 me...
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 hire...
When you see a stat, ask “why is that?”
"Stop, drop and roll." "Click it or ticket." And my horrifically cheesy new one: "When you see a stat, ask "why is that?" But hey, when it's important, cheesy prevails. So let's practice this new one. How do you react when you see a stat like this one: “It takes an...
You might be an old-school sales leader if…
If you believe your employees are leaving because you’re not paying enough, your problem-ship probably left the dock long ago, and you missed it. Had a fun discussion while teaching a sales leadership workshop in Dallas yesterday. It’s rare when everyone agrees on...
If you’re not getting smarter, yer gettin’ dummer. (aka: why I hired a speaker coach.)
Yesterday was day one with my new speaker coach. “What are you doing that for? You’re already a great speaker!”, asked/exclaimed my mom, when I told her about it during a recent visit. (She's supposed to say that, right?) “Who told you that you needed coaching!?” said...
Pilots, Test-Drives and Trials: To do them, or not to do them
Imagine you are trying to sell your house. The potential buyer says, “I want to pilot it first. Before we buy, we want to test-live here. Ideally, we’d like to move our stuff in, too. We’ll enroll our kids in the local school. We’ll throw a party and invite the...
Effort: A little goes a long way…
Here is the first sentence of three recent cold reach outs. Which one do you think I accepted? “I strongly believe I can help your company grow by creating strategic deals at the B2B Enterprise Global Scale.” ”I noticed we share 4 connections, so I thought I’d reach...
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