Consensus Selling to the 2020 Remote Consensus Buyer
Consensus selling is hard. Consensus buying is hard. And when everyone is remote, both are infinitely harder. I’ve been preaching that. I’ve written about “Remote Buyer Bias”. Then…it actually happened to me. I’m working with a prospect on a program that...
What Is Success? In Life, and In Sales…
If you’re reading this post, I would argue that you are likely interested in having a purpose in life. To take it a little further – you are probably actuated by having a purpose for your life. Am I right? I mean, my shit isn’t that exciting to read on its own....
Your email subject lines? They don’t matter.
Your email subject lines? They don’t matter. I’m not a prospecting expert, however, I do know how an exec looks at their inbox. As a guest on a recent edition of the “Daily Sales Tip” podcast, here was a quick, three minute tip on empathizing with the...
Sales History: The Sales “Drummer” and “Bagmen”
Do you know where the term “drumming up business” came from? How about “carrying a bag”? They both came from “drummers” and “bagmen” – the salespeople from the 1800s. A few weeks ago, while up in Wisconsin, the distinct sound of the song “the entertainer”...