In 2012 I read What Great Salespeople Do: the science of selling through emotional connection and the power of story, by Michael Bosworth and Ben Zoldan. If you’ve taken my objection handling class, you heard me say I’m so glad someone…
I was having a conversation about goals recently with an inside salesperson who kept giving me their quota as the answer. Which I had two issues with: quotas are something set by your organization, sure it’s important to hit quota…
Yesterday I had an unexpected complement from a prospect (right before he became a customer I might add) “you’re really good at this.” It’s amazing how that one little phrase made my day brighter AND made me want to be…
email received from an unnamed Account Executive from an unnamed company “I just called and wanted to follow up regarding your demand generation planning.” > perhaps because of what I do for a living, my first step was to look…
If you’ve read my stuff for a while, you know I love the idea of habits allowing us to do success behaviors without much thought. Yet, I’ve noticed something recently – the vernier of success habits – One example is…
Inside sales is not a stage show… or is it? My favorite definition of sales is by David Sandler “Selling is a Broadway Play Performed by a Psychiatrist” You need to use your voice as another one of your sales…
suspect = someone who on the surface buys what you sell & might need what you do prospect = someone who buys what you sell… needs what you do… BUT hasn’t realized they need you (yet) customer = people who…