Q: Are Sales Reps Coin-Operated? A: Yes – If You’re Doing It Wrong.
True or false? “Sales reps are coin-operated!” The answer is = True – when you’re doing it wrong. If you are depending on variable compensation to drive sales motivation, yes, you’re doing it wrong. Motivation is an incredibly complex topic. I’ve been...
When Should You Reveal Your Price? The Power of Transparent Negotiating
The Power of Transparent Negotiating The research is out! It’s not just clown-car-Todd beating the drum on pricing and negotiation transparency! Since the beginning of time, we were all taught to not share the price too early in an enterprise sale, right? That, until...
Who has it harder – the seller or the buyer?
Getting comfortable with the answer to this question changed a lot for me – it made me a better selling professional, leader and now decision science nerd. Years ago, as a seller, I thought, “This sales thing is really hard!” Years later as a C-Level...
Using Video In Sales: Proposals
Video has pervaded our lives in an aggressive way. We knew it was out there…lurking as the next platform for communication. But now we’re using it live for all of our meetings and conversations, messing with our brain, driving us insane. But there’s...