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Sales Empathy: Optimizing Emails for Buyer Priorities
Sales Empathy: Optimizing Emails for Buyer Priorities Two weeks ago, we talked about why your email subject lines don't matter anymore, given the fact that we ALL have email inboxes which have a preview of the first ten or so words. It's that preview that gets the...
Why your feature or function differentiation doesn’t really matter -and what you can do about it
As a seller, how do you really know your messaging and positioning is actually working? Categorization Categorization is a powerful function of our brain. Our brains take up about 20% of our energy, but only consist of around 2% of our weight. If, every time we...
“What happens when everyone is selling transparently? How do we compete then?”
I spoke at a recent event in Toronto, and one of the audience members asked me the question, “What happens when everyone is selling transparently? How do we compete then?” I believe that will be the day when sales is no longer second from the bottom on Gallup’s...
How Buyers Decide – a lot like how you decided on book reports in high school!
It's an interesting question, right? From the hundred books you could choose from, how did you decide? It's an analogy Zendesk Sell rep Tommy Tushaus shared with me a few weeks ago. In the business world, buyers frequently face an oddly similar choice. Every...
International Best-Seller, The Transparency Sale. But why?
I am soooo pleased and humbled to announce that The Transparency Sale is now an international best-seller. In last Friday's Shanghai Daily, the book showed up in 5th place on their Business Books best-seller list. My first reaction was, "How did this happen? I had...
Negative Feedback and “the 95”
Negative Feedback and "the 95" Fourteen years ago, my Dad taught me something that continues to stick with me regarding getting past negative feedback. We referred to it afterward as “the 95”. I had given a talk at a local Chicagoland event. I was a novice at...
Proposals: Still subconsciously positioning as “too good to be true”?
(I couldn't find the comic credit...so whomever did it, thank you! How do you feel when you're buying something online - and the site has everything positioned as perfect with no reviews? How about a site that has reviews, but every single one is a perfect 5.0? Do...
When your freezer handle breaks, and so does customer service
Meet my six-week-old refrigerator. You may notice it doesn’t have a freezer door handle. Well, in all transparency, this is a totally self-serving post. It’s about an experience I’m having with Best Buy. I think it speaks to the massive gap in customer support...
Is sales leadership where you really should be?
Not a month goes by where I don’t have one of the following conversations: A seller who’s interested in a path to leadership and wants advice on how to get there, or, A leader who’s considering a path back to sales, and worries about the perception and career path...
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