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...
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 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...
Your Solution: Not All Things To All People – But More Than You Think
Your solution is not all things to all people – but at the same time, it is also very possible that your solution does more than even you think. When I was in grade school, our class was broken into groups, and each group was given a tennis ball. Our assignment?...