Sales Anxiety: Cold Calling, Closing, Negotiations, and Being Honest?
Sales Anxiety: Cold Calling, Closing, Negotiations, and Being Honest? If you’re in the sales profession, you know there’s discomfort associated with many of its responsibilities: Making cold calls Being persistent with a prospect Presenting Closing the deal...
Transparent Expectation Branding. Why not?
Can you “brand” the expectations customers should have in working with you, even if elements of those expectations are negative? Some of the most successful B2C companies in the world leverage expectation branding, both the positive and the negative, to crush their...
What B2B Sellers…and Buyers…Need from Marketing post Covid?
What B2B Sellers…and Buyers…Need from Marketing post Covid? Yesterday, I was asked a question. I didn’t realize that I had such a strong opinion on the answer. Much like a pull-string toy, I couldn’t stop, and I thought to myself, “Why...
Presentation Slide Science: Why Text On Slides Does NOT Work
Presentation Slide Science: Why Text On Slides Does NOT Work Imagine for a moment, that you’re reading an article. You’re entranced…it’s captured your attention, and you want to get through it. But, as you’re reading, someone starts talking to you. They didn’t...