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 ...

How Does Your Client Know What They Don't Know

The concept of being One-Up causes some to have a negative reaction, as it breaks the old paradigm of the legacy approach to ...

6 Proven Cold Calling Techniques That Really Work in 2022

You know cold calling can work… maybe you just haven’t seen it for yourself just yet. And that’s not for lack of trying. 

Don't Waste Opportunities

Everything good that happens to a salesperson starts by meeting a stranger and engaging in a number of conversations. When ...

The Four Investments You Need to Succeed in Sales

Spend any amount of time on LinkedIn or some other social channel, and you will find all kinds of sales-related content, ...

The Coin of the Realm in Sales Is Value Creation

A coin holds a specific amount of value. The benefit of a coin is that you can give it to another party, allowing them to ...

Do You Deserve to Be in the Room?

A decision maker is defined by their title. A person who is charged with making a decision, especially one with the ...

How To Pick The Right Sales Leadership Training (+ examples)

Are your sales leaders armed with all the tools they need to succeed in the role?

Your Competitor Will Do What You Refuse To Do

A post on LinkedIn suggested that it is important to have a physical presence—specifically, a face-to-face meeting—with your ...

Five Mistakes You Make Learning to Sell

Selling isn't easy, even when you have experience. Eventually, those who treat selling as their craft instead of their job ...

5 Proven Sales Prospecting Email Examples You Can Copy

No matter how you slice it, sales prospecting is challenging. You may have heard the troubling stats about sales prospecting ...

Profitable Revenue Growth

The fastest way to ruin a business is to grow revenue without also growing profit. No matter how much net new revenue you ...

Addressing the Challenges of Being a New Sales Manager

The shift from being an individual contributor to leading a sales force isn't an easy transition. The character traits are ...

7 Essential Sales Process Steps to Drive Massive Profits

Is sales an art or a science? In other words, is it more important for salespeople to be creative and innovative, or that ...

'Why Me?' Is Better Than 'Why Us?'

The "why us" approach salespeople have used for more than 100 years was based on the idea that the salesperson lacked ...

Email Prospecting Is Dead

Some number of years ago, as social media took hold, many believed they had found a replacement for the cold call. A small ...

When Your Company Insists You Use a Legacy Approach

Every company wants its sales force to be successful, creating and winning new opportunities, and generating net new ...

One-Up and the Power of Authority

Imagine you are a manager (who isn’t in sales) and the results you are responsible for producing have become increasingly ...

Overcoming the Fear of Being One-Up

I am grateful that the concept of being One-Up has resonated with salespeople and sales leaders. It’s a position that allows ...

One-Up Objections

We are happy with our current provider. Can you send me some information? Can you try me again next quarter? Your price is ...

Making the Invisible Visible

I once had a client who was an incredibly difficult person. Each day, I visited her company to ensure we were meeting her ...

The One-Up Negotiation

Every One-Down salesperson has a tell, something that reveals their low level of status and knowledge. A decision maker or a ...

One-Up Prospecting

The One-Down salesperson uses an approach that causes their prospective client to recognize they aren't someone with the ...

The One-Up Discovery

The major difference between One-Up salespeople and those presently One-Down is that the One-Up person creates a tremendous ...

The One-Up Mindset

While the One-Up approach to sales is more than just a state of mind, like all effective approaches, it starts with a ...

You Already Know Your Client's Problems

Some salespeople argue that there is no way to know what problems, challenges, or obstacles a client might have before ...

What To Do With Your Inner Critic

Most of the time, you are unaware of the voice in your head, the one endlessly chattering away. But occasionally, if you ...

In Praise of High Prices

One of the complaints you will hear from your clients and customers is that your price is higher than your competition's. A ...

On Your Sales Opportunity's Fifth Birthday

Happy Birthday to your sales opportunity on its fifth birthday. It's been amazing to watch you share a picture of your ...

Being One-Up and The Difference Between Your Opinion and Your Perspective

Werner Erhard would describe "the guy in the diner" as someone who has an opinion on everything without ever experiencing ...

Why You Don't Want Procurement to Love You

You don't want to have a bad relationship with procurement or purchasing, but you don't want them to love you either. The ...

How Sales Really Works

There are two methods of starting a sales conversation. The first way to start the conversation occurs when a salesperson ...

On the Lack of Sales Culture

Without a sales culture, you will experience results that are less than they should be, including the net new revenue that ...

Strategic Narcissism and Strategic Empathy

Most of our approaches to sales can be compared to what LTG McMaster (U.S. Army Retired) describes as strategic narcissism: ...

Does Cold Calling Still Work? 7 Revealing Statistics

Customer expectations change. Technology changes. Sales changes. Yet, cold calling remains. Should it, or is it finally time ...

Cold Calling Examples: 3 Scripts to Close More Deals

Nobody likes rejection. If there’s one statement I can make that I think is universal to the human experience, it’s this ...

4 Amazing Sales Training Videos for New Salespeople

How effective is video training? Pretty darn effective, it turns out. Learners remember an average of only 10% of the ...

On the Importance of Why Change

Much of what you read here comes from my experience selling and leading a sales force in a highly commoditized industry. In ...

How to Sell Through a Recession

CNBC Headline: The Federal Reserve on Wednesday raised its benchmark interest rate by half a percentage point, the most ...

When Leaders Fail to Lead

The sales leader was stunned by the idea that she was allowed to make her sales team prospect. This was news to her, good ...

The 7-Step Sales Prospecting Process to Close Any Deal

Sales prospecting is essential, but it can be challenging. Surveyed sales professionals even ranked prospecting as more ...

Why Leaders Need to Teach, Develop, and Train Mindset

Your internal will become your external. What you believe will manifest in your life, or as Earl Nightingale put it, "We ...

7 B2B Cold Calling Tips to Generate More Sales

Does cold calling apply in the modern B2B sales development space? Considering that more than half of C-level execs want ...

Willing Yourself to Do Work You Avoid

I was thirteen years old and just starting high school when a friend asked me if I wanted to go to work washing dishes at a ...

The Detrimental Reliance on Product in Sales

Recently someone responded to a LinkedIn post suggesting the most important thing for the salesperson to know is their ...

The Five Root Causes of Poor Sales Results

It isn't easy to be a sales leader or a sales manager. There is an unrelenting need to create new opportunities, win new ...

Three Traits to Speed Your Success

Three traits seem to speed up success. You might believe these three traits are character traits that cannot be developed, ...

The OneUp Approach to Differentiation

There is a lot of talk about differentiation in sales, and almost every sales organization pursues sales in the same way, ...

The Greatest Drag on Revenue Growth

There may be nothing worse than churn when it comes to net new revenue growth. The more clients you churn, the more you find ...

The 7 Best Sales Training Topics for Teams

Almost three-quarters of Americans consider themselves lifelong learners. Still, in most sales teams, the words “training ...

4 Amazing Sales Training Ideas to Maximize Team Effectiveness

Stop me if you’ve heard these: “Sales training doesn’t work.” “I’m a natural at sales, I don’t need training.” “Sales ...

5 Best B2B Cold Calling Tips to Close More Deals

What if your team’s cold call close rate could be 10% or higher? With the right B2B cold calling tips and tricks, that ...

Cold Calling Tips: 5 Easy Ways to Generate More Sales in 2022

Are cold calls your least favorite part of the job? They don’t have to be. What’s the first thing that comes to mind when ...

The Intention of Your Discovery Questions

If the intention of your discovery questions is to elicit a problem so you can sell your "solution," you are not really ...

4 Sales Call Scripts to Level-Up Your Sales Program

What’s the difference between saying “we provide” and saying “you can get”? On a cold call, the difference is about a 22% ...

You Are Not Really Doing Discovery

The main outcome of discovery for most salespeople is to identify the client's problem and its impact. The reason the ...

6 Results-Driven Sales Scripts Used by Top Salespeople

Is your close rate where you want it to be? If not, the problem may be in your phone game. In fact, 86% of prospects aren’t ...

Elite Sales Strategies

Today we release my fourth book, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly ...

The Benefits of Being One Down

On Tuesday, April 19, 2022, my fourth book, Elite Sales Strategies: A guide to being One Up, Creating Value, and Becoming ...

9 Sales Rules for Surviving the Red Ocean

No one wants to live in the Red Ocean, but if you believe the Blue Ocean is somehow better, look at the short time Netflix ...

The New Fundamentals in B2B Sales

Disclosure: Not everything in sales or buying has changed. There are plenty of fundamentals still effective and useful. The ...

How to Conduct an Effective Sales Strategy Presentation

As a sales professional, you’re used to selling to customers, but selling to stakeholders in your own organization is a ...

The Obligation to Solve the Client's Problem Before They Have It

Ask any salesperson if they would like to be their client's trusted advisor and you will find few rejecting the opportunity ...

Documenting the Methodologies of the Modern Sales Approach

The four books I have written and published are really one big book, based on one big idea. That idea is that the craft of ...

The Ultimate Sales Strategy Template for Enterprises and Startups

Draw a perfect circle, $3,000 is on the line. Now would you rather attempt that freehand, or with a template? Easy answer, ...

Paying the Price for Lowering Your Price

There is nothing wrong with selling whatever it is you sell at a lower price than your competitors if that is the value you ...

Salespeople Are Not Problem Solvers, They're Business Improvement Specialists

The idea that salespeople solve problems is true. But this is mostly only true when solving the problem means selling their ...

Your Deal is Your Client's Change Initiative

We sometimes think too little about the challenges our clients experience when they engage with us. While we are trying to ...

8 Types of Sales Training Courses That Actually Work

Sales training is useless. At least that’s a common myth we’ve heard from salespeople who have experienced outdated and ...

On a Sense of Control and Perspective

Recently, I switched my project and task manager from Todoist (a great tool, and one I have enjoyed using over a number of ...

3 Sales Strategy Examples You Can Copy

A football team would never hike the ball without calling a play: Your sales team should operate in the same way. For your ...

The Value of the Sales Conversation vs. Your Solution

There is a difference between the value created in the sales conversation and the value of your product or service, one or ...

Different Exactly Like Everyone Else

To create a preference to buy what you sell, you must create some kind of meaningful differentiation. But most salespeople ...

On the Nature of Consultative Sales

After posting an article on LinkedIn, a reader commented to ask me about a line in the article that reads: “If the only ...

10 Better Reasons to Ask Questions Instead of Identifying Problems

How on Earth is it possible that you don't already know what problems your clients have? How could you not already know what ...

Talking About Money in Sales

There are some questions that salespeople just don’t like to ask their clients—usually out of fear that they’ll come across ...

Why the Best Sales Conversation Wins

Imagine a company is exploring some significant change. They've looked at a number of potential partners online, all of whom ...

8 Wrong-Headed Beliefs About Sales

There are a lot of bad ideas out there about sales and selling. Inevitably, some of them get treated as if they were ...

Your Contacts Are a Reflection of Your Value

After I started providing an executive briefing during quarterly business reviews with my contacts, executive leaders ...

What Are the Best Sales Prospecting Tools in 2022?

“A man is only as good as his tools.” -Emmert Wolf When I moved to Los Angeles to play music, I showed up with two floor ...

What Is Your Advice Worth?

A recent article asked the question: "How much would you pay for a discovery meeting with your dream client?" What makes ...

How to See the Consultative Approach

Over the last couple of months, some significant amount of what I have written and published was intended to allow you to ...

Client Effort and Your Chances of Winning

There is a "tell" that provides you with evidence your deal isn't likely to close and should not find its way into your ...

How to Be Truly Consultative

The evolution of the complex B2B sale has all but eliminated "transactional" approaches and is now moving past ...

5 Best Cold Calling Books to Generate Massive Success

Each year, publishers release somewhere in the ballpark of 11 thousand new business-related books. The good news is that ...

What I Learned Selling a Commodity

I learned to sell in an industry that grew more commoditized with every passing year. My first experience was a startup, and ...

The New Qualifications in B2B Sales

There are not too many sales experiences worse than being qualified over the telephone. Having someone waste your time ...

8 Sales Process Steps to Drive Massive Profits

Let’s start with a riddle: Why did the team of world-class all-stars lose the big game?

Value and Anti-Value in Your Sales Approach

There are a number of topics you might share with your contacts in the sales conversation they find to be immensely valuable ...

How to Handle Champagne Appetites and Beer Budgets

Let's assume anything you sell might fall into one of four categories. The first category is "Acceptable." The second ...

The Fine Art of Monotasking

My six email boxes fill up every week, the result of a technology with no barrier to prevent anyone and everyone from ...

The 5 Best Sales Training Programs for High-Growth Teams

When it comes to improving your sales team’s performance any training has to be better than no training, right? Wrong. If ...

How to Increase Sales Activity

Activity gets a bad rap. Just suggesting that more activity might be necessary to improve results makes sales leaders and ...

The Ultimate Sales Coaching Template to Boost Profits

How would your leadership team react if they learned that one simple change could increase your company’s annual revenue ...

4 Buying Mistakes and How to Correct Them

Large companies with a purchasing function and professional buyers treat the buying process as something transactional. In ...

The Variability of Sales Leadership and Results

We rarely analyze how performance in sales leadership intersects with individual salespeople’s results. Instead, it's ...

3 Aggressive Sales Tactics to Avoid at All Costs

“Be aggressive!” “Be patient!” “Don’t be pushy!” “Lead your client!” This is just a smattering of the sales advice many ...

Program Yourself or Consent to Be Programmed

Human beings program algorithms, then algorithms return the favor—especially on social apps. Both the programmers and their ...

Building Your Future Now

Today is the future you thought about in the past. It probably arrived sooner than you expected—that’s the nature of ...

How to Find the Best Sales Coaching Platform for Your Team

What do increased opportunities, increased salesperson retention, and increased team confidence have in common? They’re all ...

On Your Reluctance to Change

How is it that professional salespeople—people who spend a good amount of their time helping clients change—refuse to change ...

Answering 'Why Change Now' for Your Clients

To understand how sales has changed, you must recognize the limitation of the "legacy solution" approach we've practiced for ...

Stop Selling Drills

To improve your sales results, you may have heard, stop trying to sell your drill—instead, sell the hole your drill creates.

The Problem with Fear-Based Sales Approaches

Some of the older approaches to sales are based on a fear of the prospective client. Fear is a crippling emotion in sales, ...

The Continuing Evolution of B2B Sales

The dramatic changes in our 21st-century environment have touched every part of our lives, including our companies and our ...

Drive 30% More Sales With These Sales Tactics on the Phone

The phone is a dying sales tool. Not really, but if you read one of the many think pieces that have come out on the subject ...

50 Ways to Avoid Ruining Your Life

I spend a lot of time writing about sales, but it's important to remember that your mindset and well-being are the most ...

Achieving Sales Effectiveness Supremacy

Occasionally, some smart entrepreneur comes up with a product or service so much better than anything else in their category ...

7 Principles for Your Sales Approach

What is the best sales approach for B2B sales? Is it "Solutions Selling" or perhaps "Spin Selling?" Sandler? Challenger? Is ...

The Truth At Any Cost

When a client removes you as a partner and replaces you with a competitor, it’s because they believe you are not providing ...

Not Every Client Has a Unique Problem

The legacy approach most salespeople still use focuses on asking prospective clients about their problems. Some believe each ...

What Most Get Wrong About Insight-Based Selling

We sometimes reduce a strategy to a brief description, without providing a deep enough explanation to communicate how and ...

How to Build a Sales Prospecting Plan in 6 Simple Steps

The average American company loses 23-30% of its customer base each year, which means you need to be constantly finding new ...

Slowing Down & Doing Good Work

Our culture worships efficiency as the high mark of civilization. We bemoan any Amazon order that doesn’t hit our porch ...

Beating the Curse of the Democratic Leader

You are a modern leader, one smart enough to engage your team, improving their plan by allowing others to contribute to ...

Why Your Pitch Fails

A long time ago, I formulated a rule for prospecting—the Trading Value Rule—that extends far beyond acquiring a meeting with ...

The Slow, Ugly Death of Legacy Sales

In the article linked below, Brent Adamson, VP of Gartner, offers you a view into the changing world of sales and marketing ...

How to Sell Strategic Outcomes

In 2016, I published a book titled The Only Sales Guide You'll Ever Need. In the chapter on Accountability, I wrote that you ...

4 Cold Calling Scripts to Close any Sale

Cold calling gets a bad rap these days. You may have seen the statistic that most cold calling professionals report a 2% ...

How to Know Your Sales Approach is Outdated

Three generations of sales approaches are being used today. The oldest of the three is over fifty years old and designed to ...

5 Sales Script Examples You Can Copy Right Now

Ah yes, the scripted sales call from an unknown number. The discomfort is palpable: you can hear the salesperson’s lack of ...

Creating a Paradigm Shift

When there is no difference in the client's experience from one salesperson to the next, the client has little to prefer one ...

How We Are Failing SDRs

A salesperson who doesn’t sell is no salesperson at all—even if they have a nice eggshell-creme business card with a title ...

A Low Resolution View of Sales

One reason that sales organizations struggle to generate revenue or growth is because they have a low-resolution view of ...

How to Use Cold Email Effectively

You need to reach your dream client to schedule a meeting and create a new opportunity. You email on Monday morning, waiting ...

The Change in B2B Sales and How to Modernize Your Approach

As the world continues to change, we know that we must change with it. But it’s often difficult to recognize when it is time ...

6 Elements of a Sales Process Flowchart

If your sales reps had an expertly crafted, clear-cut sales process, how much would their sales performance improve?

Seven Strategies to Energize Your Productivity

Seven Strategies to Energize Your Productivity Work in ninety-minute blocks. Ninety minutes is enough time to complete many ...

How to Prepare for Difficult Client Conversations

Sooner or later, you will have to address difficult issues or situations with your clients—even the genuinely nice, mature, ...

Eleven Life Categories to Improve in 2022

Here is my list of eleven life categories to improve this year: Health and Physical Wellness Psychological Health and Stress ...

What Aspects Are Important In Sales | #1 Prospecting

Jump to a section: What Makes Prospecting the Most Important Aspect of Sales? Sales Prospecting: Everything Counts, but Not ...

Capabilities, Motivation, and Your Results

Almost everyone you will ever meet will want some combination of more money, better health, better relationships, and ...

Going Beyond Cold Calling: 5 Sales Skills Worth Developing

There are several reasons that prospecting receives outsized attention, especially on LinkedIn and other social media sites.

A Fish Rots From the Head Down (a Note to the Sales Leader)

Jump to a section: What the Proverb "A Fish Rots from the Head Down" Can Teach Sales Leaders  If You Are a Sales Leader, You ...

9 Best B2B Sales Books For New Salespeople

Here's my list of the best B2B sales books:

How to Improve Your Sales Cycle

"Moving fast isn't the same as getting somewhere." – Robert Anthony When my first real band fell apart I put together a new ...

Better Results Require You to Change and Improve

I don't know who originally said, "Everyone wants to go to Heaven, but no one wants to die." As it turns out, of course ...

What Does Your Client Gain by Meeting with You?

I knew the salesperson would not have much to say when he started our call with, "how's it going," a dead giveaway that the ...

Stop Training Your Client to Ignore Your Email

The proliferation of technologies that provide for asynchronous communication, like email or automated sequences, has come ...

How Sales Effectiveness Impacts Large Clients

It's not easy to reach your goals, hit your targets, and make your quota. Many B2B sales organizations and salespeople ...

The Positive Value of Being Self-Oriented

Of all the ways to lose a deal, the most reliable is to project a self-orientation. When your client feels that your ...

Using 4 Common Sales Metrics to Reach Your Goals

There are four metrics we commonly track in sales to measure progress toward our goals: number of opportunities, average ...

8 Principles to Speed Your B2B Sales Development

"Well, in our country," said Alice, still panting a little, "you'd generally get to somewhere else—if you run very fast for ...

Your Sales Effectiveness in 2022

Welcome to the first newsletter of 2022. If you are a sales leader, a sales manager, a salesperson, or in some other role ...

4 Easy Ways to Improve Your Sales Process in Salesforce

Can you put a dollar value on switching from an ineffective (or even absent) sales process to an effective one? According to ...

8 Improvements for Reaching Your Goals in 2022

At the beginning of a new year, many people make resolutions and set new goals for themselves. Everyone starts with good ...

3 Words That Provide Clarity and Direction for 2022

For many years, I have borrowed a practice from Chris Brogan: theming each year by using three words to provide clarity and ...

The 10 Most Common Sales Mistakes in 2021

The 10 Most Common Sales Mistakes Outdated Sales Approaches: There is nothing more harmful to your sales results than ...

The Primacy of Opportunity Creation

One reason sales organizations fail to reach their goals is because they lack opportunities. Sure, their pipeline meetings ...

How to Stay Positive in an Uncertain World

Your experience on earth is largely about how you frame things that occur around you. How you choose to interpret and ...

The Difference Between Training and Development

It's not uncommon to sacrifice precise accuracy when you communicate: we sometimes use similar but distinct words as if they ...

The Two Reasons You Have Poor Sales

There are only two reasons a salesperson or sales force might have poor sales results. Improving these results requires that ...

How Complexity Prevents Decisions

There's no earthly way of knowing Which direction they are going! There's no knowing where they're rowing, Or which way the ...

Intellectual Humility and Curiosity

Learning Like Napoleon When Napoleon was given command of the Italian Army, he was 26 years old. He requested every book on ...

What is the Best Sales Coaching System in 2022?

Let me kick you a scenario: Your sales team is struggling. Your average close rate is down, morale is low, and you're out of ...

Accountability as the Remedy for Common Sales Problems

Every great sales force is built on a positive culture of accountability. Many common sales problems, such as too few ...

Improving the Standard of Your Sales Call

Your prospective client agreeing to a meeting is a gift, one you should never take for granted. Agreeing to a meeting means ...

Does What Has Your Attention Deserve It?

There are things we value enough to find them precious (like that one ring), making them dear to us, if only in some ...

Selling in Unpredictable Times

As we wrap up a second pandemic year and begin a third one, it's worth a moment or two to reflect on the world in which we ...

What Will You Change in 2022?

I hope that 2021 was your best year ever, despite the pandemic and all the challenges that came with it. It's important to ...

The Nature of Effort and Your Results

We live in a Universe that seems to impose a law of cause and effect: results, both negative and positive, are always ...

Reflecting on 2021

This is my last Sunday Newsletter of 2021.

3 Prospecting Principles: Avoiding Bad Prospecting Approaches

The subject line of the email asked a grammatically dubious question: "Should I speak to, Jim?" The ploy is designed to get ...

You Are Still the Value Proposition

Traditionally, the legacy model’s value proposition was found in the company's products, services, or "solution" (a word I ...

Fighting the Last War in Sales

“If you don't like change, you're going to like irrelevance even less.” –General Eric Shinseki

Cold Calling Examples: 3 Best Scripts

Only 2% of cold calls are successful. That's a bleak figure, even for the most optimistic of sales professionals. When it ...

Hedge Your Bets: The Secret to Hitting Your Sales Targets

One my favorite thinkers and writers is Nassim Nicholas Taleb. I often re-read his books, always learning something new or ...

Giving Your Client Their Autonomy

One holdover from the linear sales process proposed by the legacy approaches to sales is a tendency to put our own agenda ...

Why Check Box Sales Training Doesn’t Work

There is a certain type of training that does nothing to improve a sales organization's results. We call it “check box” ...

Five Lessons in Discipline

Here in Columbus, you are required to support the Ohio State Buckeyes football team, for the same reason being born in Rome ...

First Meetings: Why Opening is The New Closing

Everything good that ever happens is the result of meeting a stranger. Your significant other was once a stranger, as was ...

The Best Sales Pitch Script to Sell Virtually Anything

We've all been on the receiving end of a bad sales call. Stilted language, too-pushy pacing, or even simply a product or ...

10 Common Sales Challenges You Must Address to Succeed

Selling isn't easy. It comes with a set of challenges that you must address effectively to reach your goals. What follows ...

Rethinking Pain and Gain in Sales

Why do we believe problems and pain drive clients to change? One reason is that we don't recognize how long decision-makers ...

Stop Getting Better at Poor Sales Strategies

The most important goal that sales organization, sales managers, and salespeople should pursue is effectiveness: the degree ...

Why Your Client’s Opinion of Your Sales Performance Matters Most

No matter what your sales leader or sales manager thinks of your performance, one person’s opinion trumps anything they say. ...

How You End Up Missing Next Year’s Sales Goals

You might believe it impossible to miss your 2022 sales goals and targets before the year has even started, but it’s ...

Effective Selling and John Boyd’s OODA Loop

Some of the books that line my shelves are a mystery—I have no idea where or when I acquired them, or perhaps how they found ...

How to Find the Best Sales Training in 5 Simple Steps

Finding decent sales training is easy. But finding the best sales training is challenging… unless you know exactly what ...

Never Stop Selling, Even in a Crisis

If you work in sales long enough, at some point you'll encounter a challenge so wide-ranging that you’ll think you should ...

Why You Need Two Pipelines in Your Prospecting Sequence

The need for two (or maybe three) pipelines is not well-recognized by either sales leaders or salespeople, especially those ...

3 Salespeople and Their Sales Approaches

Imagine you are struggling to produce some result in your life or your business. You recognize that you need help from ...

How Valuable Is Your Advice?

There is a fundamental, though uncomfortable, truth about success in sales: selling is not something you do to someone; it's ...

Why Sales and Marketing Shouldn’t Align in Their Approach

There is a perennial, and mostly erroneous, conversation about the alignment of sales and marketing. The two functions may ...

On Needing Deals: Self-Oriented Sales Behaviors

The Universe can be difficult to navigate: as Paul Simon put it, “the nearer your destination, the more you’re slip slidin’ ...

How to Build an Effective Sales Strategy in 7 Simple Steps

When done right, a sales strategy is the driving force that keeps your sales team on track for success.

Why Your Sales Forecast is Wrong

One of the more difficult things for sales managers to do well is forecasting their quarterly revenue, an exercise only ...

Level 4 Value Creation: Why You Fall Short and How to Improve

The concept of Level 4 value creation helps salespeople recognize what prospects and clients need from them, even if they ...

Sales Prospecting: 3 Expert Strategies to Find Great Leads

Even the best salespeople can fall into the trap of overcomplicating the process of finding a qualified lead for your sales ...

On the Propensity to Talk too Much

The salesperson had said all that was necessary, but because he was nervous, he continued to keep talking. He was trying to ...

The True Nature of Demand Generation

Let’s try an experiment: stop reading, open your Instagram feed, and write down the topics of the first ten sponsored posts. ...
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