How not to sell like the World Health Organization
“Coronavirus is a threat, not because of what we’ve seen already, but because of the uncertainty around it. As of yet, we don’t have a vaccine and don’t have over-the-counter medications to fight it. Be vigilant. Wash your hands. If...
Transparency with Context: How Your Negatives Sell
Breaking news: Amazon made a mistake. Before I explain, let’s start with this question: Has a 1-star review on a product ever driven you to actually buy the product? It just happened to me. I was evaluating a piece of software, and the 1-star review that did it...
Confessions of a CRO: My Top 10 Favorite Sales Interview Questions
With employment levels as high as they’ve been in the past forty years, recruiting is at an all-time high in terms of matching candidates with desired experience levels. So, what do you do? You either keep searching, which has a massive opportunity cost. Or, you...
When you see a stat, ask “why is that?”
“Stop, drop and roll.” “Click it or ticket.” And my horrifically cheesy new one: “When you see a stat, ask “why is that?” But hey, when it’s important, cheesy prevails. So let’s practice this new one. How do you...