Todd’s Videos

As it turns out, we as human beings make all of our decisions in the feeling / emotion center of our brain, and ONLY use logic to justify a feeling based decision. That has huge implications for how you position your products or...

Traditional approaches to email prospecting are white noise to an executive's inbox. In this video, I try to provide an understanding of what it looks like, why you don't get a response, and what is more likely to be...

Are you REALLY giving buyers what they need in your proposals to make a confident decision? Are they full of "perfection"? If they are, then the answer to that first question is likely a "no". This video shows you why, and what to do about...

If you're paying a third party to factor your receivables, instead, have you thought about having your customers factor for you? I don’t mean with those specific words. I mean, when they ask for a discount, instead of providing said discount in the form of charity...

Gartner came out with a study last year revealing that a buyer spends 61% of their purchase process time doing research outside of the 39% of their time spent with you, your competitors or their internal buying groups. That's our fault as sellers. A substantial...

Why do we teach a massive erosion of trust at the end of our sales cycles - aka "negotiation"? Here's the explanation of a simple framework to help you negotiate with your cards face up instead of treating negotiations like a poker game. Here's my recent article in...

As an example of mastering something - I taught myself to ride a unicycle. It's how I feel about just about anything - if someone like me can do something, why not me? In sales, I went all in, too. Here's a fun video my step-daughter captured as proof...

Get ready to crush this question like a nerd! A preview to the article:...

We often hear how we, as sellers, need to be a guide to the buyer on their journey - seeing as they likely haven't bought what you're selling before - or if they have, it's not often. Well, it's not that easy. Buyers don't trust you to be their guide - sorry. You...