The Phone First Sales Organization

The Phone First Sales Organization

Every day, many thousands of salespeople send emails to their prospective clients. Their sales leaders allow their teams to send these emails, and what is worse, many count those emails as a prospecting activity. It is counted even if the message found its way to the ...

Why Legacy Salespeople Lose to Truly Consultative Salespeople

The primary challenge in sales today is that the legacy approaches don't position the salesperson appropriately in the first ...

Who Am I To Tell My Client What To Do?

The concept of being One-Up means you believe your client is One-Down as it pertains to decision-making and the better ...

No One Needs a Bad Salesperson

I'm arguing with Jonathan Graham and Michael Price from the Inward Book Club. They have been kind enough to review a number ...

The Invisible Sales Manager

A sales manager needs to be seen and heard if they are going to lead their sales force. One of the downsides of our ...

On Persuasion and Convincing Clients

There must be something in the water that is causing salespeople to suggest in writing their new desire to avoid persuading ...

Prioritize the Fundamentals

The Consumer Price Index (CPI) reached 8.6%, the highest inflation recorded in the last four decades. Energy prices are up ...

The 4th Level of Value and the Connection to Being One-Up

Inside the sales conversation, there are four levels of value: The first level of value is the conversation is sharing ...

Sales Leaders Must Prioritize Effectiveness

What causes a prospective client to choose to buy from one salesperson instead of another? What creates the preference to ...

Being One-Up and Why You Must Compel Change

There are a number of sales beliefs that are so well known they are accepted as a matter of faith. Expressing a different ...
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