Are We “Buyer-Centric” In Talk Only?
Are We “Buyer-Centric” In Talk Only? AIDA – remember that acronym from 1992’s movie Glengarry Glen Ross? Alec Baldwin addresses the underperforming sales team. AIDA – Attention, Interest, Decision, Action. That acronym? It was born in 1898,...
Sales Leaders, Start Celebrating The Losses!
Losing is winning – if you’re doing it correctly. We already celebrate the wins. We ring the bell. We Slack the team to celebrate. We spend time on the weekly meetings reviewing the key wins and success stories from the week, month and quarter. We create...
3 Not-So-Obvious Shifts You MUST Make to Sell in Uncertain Times
I have two skills that I haven’t needed to bust out for a long time. The first? I can ride a unicycle. I’ve actually never had a need for that skill. The second? I happen to have a knack for combining behavioral science with sales methodology to successfully help...
The Power & Necessity of Silence In Sales – Especially Virtually
In the English dictionary, the definition of “conversation” doesn’t quite cover it… The word “conversation” is so much more than “a talk”, where “news and ideas are exchanged”. It’s a cooperative social activity. It...