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A quick “Thank you”
I can’t believe this was a year ago today - the initial launch of The Transparency Sale. The year prior was the biggest learning experience of my life - piles of research, taking a big risk in leaving my CRO job, turning off my income to write and publish a book....
Transparent Negotiating: A simple tip to make deals more predictable
Do you know why Banana Republic has a big discount that expires at the end of the day? Or Eddie Bauer? Or (insert retailer name here)? Me neither. I have a guess. I bet you all do. But what I’m sure of is - if I don’t buy it today, I can just wait until next week...
Email Empathy v3: Shift your mindset. Would you open your email?
Shift your mindset. When you scroll through your LinkedIn timeline, which posts do you engage with? Which ones do you “like?” I’m gonna guess that the TOP FOUR categories of posts you engage with or “like” are providing: - Personalization: Mentions or recognizes...
“What’s your commit?”…a fast path to turning your sales organization into a house of lies.
“What’s your commit?” asks your sales leader. Often in front of a room full of your peers. How do you respond? You begin to think... - "Thankfully, I have a really full pipeline. But I'm not about to commit to 200%. Especially in front of a room full of my peers....
Disengaged sales talent: The problem may be you!
Monday night I was sitting in a hotel bar in Sunnyvale, California grabbing a bite to eat. At the table behind me were four people talking business. I’m guessing a CRO, a VP of Sales and two sales managers. I was not trying to listen...really...but the person I...
Sales Meetings: The Purpose, and My Top 30 Ice-Breaker Questions
Sales Meetings: The Purpose, and My Top 30 Ice-Breaker Questions What is the value of a weekly sales meeting? Connectedness matters. I don't know if that's even a word, but I do know "engagement" is a word. We don't just come to work for the money or the job...
You have a choice in sales: To be a true partner, or to just be a salesperson
Do you believe that building trust is important in sales? What builds trust faster? Sharing vital information up front, or omitting vital information? Seems so obvious, right? I’ll ask it another way. Imagine this scenario: There’s something about what you’re...
Our Deals Keep Stalling! Five Ways to Maintain Momentum and Avoid the Stall
Our deals keep stalling! Over and over there are consistent and pervasive issues that are causing customers to lose interest, and eventually move on with their lives. Is this you? With almost every-single-company I speak with, it's a consistent struggle: A prospect...
That “logo slide” in your presentations? It may be time to get rid of it…
Sometimes it’s the little things that polarize your buyer - little things that you believe are helping to bolster your case, but in fact may be driving a consensus sale into a stalemate. For example, those who have worked for me know my joke policy: “If I see a...
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