In sales, if you’re gonna lose, lose fast: Why we don’t
You know how this story ends. Is there anyone out there who believes that losing slowly is the best policy? 😧 “I would prefer to work an entire sales cycle before finding out that we’ve lost…versus finding out at the beginning. Working entire sales cycles are...
Confessions of a Former Cold-Calling Expert
Today, when someone reaches out looking for sales prospecting workshops, I can’t say “no” fast enough…then I refer those opportunities to others. However, the answer was quite the opposite 15 years ago. From 2003-2006, I was one of the experts...
Traditional Sales Presentations Don’t Work: Three Science-Backed Reasons Why
Doing things the way they’ve always been done. Much of the sales profession is made up of steps, processes and tools that exist in the same form since the dawn of modern sales. Presentations have become the biggest culprit. Structured in the same way. Sellers...
Sales – A Trusted & Admired Profession? It happened before…it can happen again!
Sales & selling. Today, even through Covid, Gallup still shows the sales profession scraping the bottom of their most recent annual list of trusted professions…in the company of Members of Congress and Advertising Practitioners. Gross. As the proliferation...