The Sales “Curse of Knowledge”

The Sales “Curse of Knowledge”

As a salesperson, you know way more than you think. It’s also very likely that your buyer knows way less than you think. That combination likely results in you losing to the status quo more than you realize. Also known as the “curse of knowledge”,...
Is Your Career Prepared for the Law of Averages?

Is Your Career Prepared for the Law of Averages?

Are you less likely to have the following happen than the average driver: Scrape the side of your car or bang your side view mirror at the drive-thru? Lose control of your vehicle while driving at a high speed? Bump another car while pulling into or out of a parking...
Sales Short: Those Who Can’t Sell, Teach?

Sales Short: Those Who Can’t Sell, Teach?

Do the people who say, “those who can’t sell, teach” also believe that only top-performing salespeople can be good sales leaders? Sprung from George Bernard Shaw’s quote from 1903, “Those who can, do; those who can’t, teach.” there’s a bubbling trend of...
Sales Leadership Short: Where Are You Headed?

Sales Leadership Short: Where Are You Headed?

This may sound obvious – but how does your leader know where to take you if you haven’t told them where you wanna go? The turning point for my entire career was a 20-minute car ride with my CEO, sixteen years ago. I had just joined a Silicon Valley startup. It...
The Best Way to Handle Sales Objections?

The Best Way to Handle Sales Objections?

The best way to handle sales objections? I believe there are two approaches. The first, at the highest level, is to listen when they come up, empathize, respond, confirm and proceed. There are a gazillion articles and resources to dive into how to do this most...
The Future of Sales – A Counterintuitive Perspective

The Future of Sales – A Counterintuitive Perspective

The Future of Sales – A counterintuitive perspective at how the sales profession has not changed, how it is changing, and opportunities to take advantage… “Buyers know more nowadays!” Articles, social media posts, podcast episodes, and even entire books...