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...
Context in Sales – Your Ticket to Transparency
Last week, while taking a little “Spring Break” with my family, I had an incredible Chicago-style hot dog. We had gone on a little hike, and drove up upon this place on our way back. It was a hot dog. It was fantastic. In context. Yesterday was my wedding...