8 Sales Mistakes to Avoid

8 Sales Mistakes to Avoid

I am not a researcher. What I know about sales comes from my experience selling. At age 13, I delivered newspapers and got my start knocking on doors and asking people for money. I was 15 when I took my first job making cold calls. Then, I joined my family's business when I ...

Why Sales Success Is Individual

Salespeople typically have a list of factors that they believe influence their success in sales. For example, many ...

How to Motivate Your Sales Force

You never hear the head of the accounting department ask about how to motivate their accounts payable clerks to pay the ...

A Radical Reinvention of Corporate Sales Training

Senior sales leaders often complain that sales training doesn't work. There are several reasons why they might be right, but ...

How to Measure Sales Productivity

The Oxford English Dictionary offers two definitions for productivity. The first is "the state or quality of being ...

The New Feature and Benefits Sales Training

To understand how to talk about your features and benefits, you must start by identifying the level of value the stakeholder ...

The Best Time to Cold Call

Salespeople are a superstitious bunch. There are those who believe Monday isn't a good day to make cold calls, and there are ...

Why Sales Leaders Must Improve Sales Effectiveness

It is important for sales leaders to understand that, when pursuing a deal, the contest isn't between their company and ...

An Update on B2B Social Selling

You don't hear a lot about social selling anymore. Its promise was that every salesperson would reach their goals by simply ...

Sales Leader vs. Sales Manager

When distinguishing sales leaders from sales managers, titles do not tell the whole story. It is possible that a person with ...

A Sales Pitch Template for B2B Sales

You've finished your discovery process and collaborated with your contacts on what they need. You've also done your best to ...

Value Creation or Die

A long time ago, I noticed that the contacts I called on were not always interested in the meeting they had accepted. The ...

Can You Teach Me How to Sell?

The answer to the question, "Can you teach me how to sell?" is “Yes, I can teach you how to sell.” But the answer is also, ...

How to Improve Your Sales Skills

In personal or professional development, you can’t cheat. To improve yourself or your teams, you must do the work. The ...

How to Make Your CRM a Strategic Asset

Sales leaders need to know their team has enough of the right opportunities to reach their goals. They also need visibility ...

How to Improve Sales Performance

Selling is a craft. It's a performance. It's also a bit of a mystery. Why is it that two salespeople who work for the same ...

5 Characteristics of a Great Sales Team

A salesperson walks into a prospective client's office alone. They engage in a conversation with a contact or several ...

Investing in Sales Effectiveness

Sales Leaders and Sales Managers invest in many things they believe will improve their results. Many, if not most, of these ...

The New Needs-Based Selling

The idea behind needs-based selling is knowing what your client needs. Once you understand the client's needs, you position ...

How to Build a Cold Calling Campaign

In the sales world of the past, you would have made a single cold call to a prospective client. Most of the time, you failed ...

Cold Calling vs. Warm Calling

A cold call is any call you make to a prospective client who isn’t expecting to hear from you. Some percentage of ...

Sales Pipeline Management Best Practices

This post is an adaptation from Leading Growth: The Proven Formula for Consistently Increasing Revenue. You can preorder ...

What to Say in a Sales Interview

For five years, I interviewed people. Some days, I interviewed as many as 40 people. These were short interviews for people ...

In Search of Sales Science

Many are enamored by sales science. They believe that applying science to selling can improve their results. They look to ...

The New Sales Meeting Agenda

In the past, the salesperson would call their prospective client and ask for a meeting. The value proposition for the ...

How to Build Value in Sales

Like many salespeople, you may have been taught to believe that your solution is the value. It is true that your product or ...

Trust-Based Relationship Selling Examples

One reason clients may distrust salespeople is that they believe salespeople are hiding some inconvenient truth. Prospective ...

Seven Sales Management Styles

This post is an adaptation of a chapter of Leading Growth: The Proven Formula for Consistently Increasing Revenue.

Five Problematic Selling Styles

"I have my own sales style." Whenever you hear these words, you can translate it to mean, “I’m winging it." Fortunately for ...

B2B Sales 101 - Getting Started

The best performers in any endeavor are dedicated to the fundamentals of their work. As B2B sales grows more complicated and ...

Five Critical Advanced Sales Skills

Recently, someone on LinkedIn encouraged me to "keep disrupting the industry." To be clear, I am not a disruptor. There are ...

How to Succeed at B2B Sales Prospecting

Different types of sales require different approaches. A salesperson who sells to the government (B2G) is going to need to ...

The Modern Relational Sales Approach

In the book The Challenger Sale, the relationship salesperson scored poorly. What most readers didn't realize was that the ...

Modern Customer Discovery Questions

Selling effectively in the 21st Century requires asking clients a new set of discovery questions. These new questions ...

Common Sales Mistakes in 2022

There are three generations of sales approaches being used today. The first is the legacy approach, which is over 50 years ...

Filling the Pipeline

Your path to revenue growth begins with your ability to fill your pipeline. Without a full pipeline, growth isn't likely. ...

Who Are The Best Salespeople?

This question is often posed: Who are the best salespeople? The answer is salespeople who are One-Up. If you want to improve ...

How to Deal With Time Objections

You and I are making cold calls to schedule meetings with our prospective clients. We both have the information for the ...

Eight Sales Soft Skills that Create a Competitive Advantage

Only the rarest of sales organizations use a model with soft skills, let alone work to develop them. As a professional, you ...

10 Sales Rebuttals That Resolve Client Concerns

My take on objections is that most of the time, they mask a client’s real concerns. Because the client is uncertain, they ...

The Critical Importance of OutBound Cold Calling

At a company event, two engineers were elated to share that two of their dream clients had downloaded a lead-generation ...

What is the Best B2B Sales Prospecting Software in 2022?

Do you have login fatigue? I know I do.

Your Guide to Creating a Sales Leadership Framework

How confident are you that your sales team can meet your KPIs this quarter?

My Debt to The Challenger Sale

It would be more difficult for me to share my version of a modern sales approach if the Challenger approach didn’t exist. ...

The False Dichotomy of Relationship Selling vs. Consultative Selling

One of the ways we make trouble for ourselves and others is to categorize and rank things. Our strong tendency to rank, ...

How to Approach Transactional Selling

Occasionally, someone asks me about transactional selling strategies. Most of the time, they are suggesting that I have not ...

How to Overcome Price Objections

The root cause of nearly all the price objections is not creating enough value in the sales conversation, while also failing ...

Three Strategies to Improve Your Sales Process

In the past, many people believed the sales process would provide each salesperson with the ability to win the deals they ...

B2B Sales and Command of the Message

In B2B sales, our messaging has changed, even if most sales organizations haven't made any significant adjustments. Those ...

A List of Sales Funnel Challenges

Whether you call it a funnel, a pipeline, or deals in stages, it's crucial for sales leaders and sales managers to know that ...

A List of Sales Fundamentals

Success in sales results from a relatively small number of skills. These skills make up the fundamentals of B2B sales. By ...

How to Use LinkedIn for Prospecting

The most important thing you need to know about using LinkedIn for prospecting is what not to do. The social platforms ...

Why Success in Sales Requires Becoming an Expert

Your prospective clients don't want to make a bad buying decision. The more important it is to get the decision right, the ...

Sales Process 101

The sales process is the stages you go through to create and win new opportunities. What follows here is Sales Process 101, ...

How to Improve Your Sales Approach by Changing the Order

There are certain B2B sales conversations that are important to both the salesperson and their prospective clients. One of ...

Value-Based Conversations

If you want to create and win more opportunities, value-based conversations will do more than anything to differentiate you ...

A List of Sales Best Practices

There is a time to work on improving your sales approach, and then there is a time to get back to basics. At heart, I am ...

How to Raise Your Sales Volume

If you want to increase your sales volume, you will need to pursue one or more of these eight strategies.

How to Practice a Value-Based Selling Approach

If you want to create and win new opportunities, you must ensure you practice some form of a value-based selling approach. ...

How to Close the Deal

There was a time when the most important training a salesperson would receive was concerned with closing. During that ...

What Is B2B Sales?

The best way to answer the question "What is B2B sales?" is to compare it to other types of sales. The term "B2B sales" ...

A B2B Sales Job Description

The role of the B2B salesperson has never been particularly easy, but as the world, and business, become more complex, so ...

"L" is for Lesson Not Loss

Professional B2B sales is more like mixed martial arts than boxing. In boxing, there are competitors who don't have any ...

A list of Top 10 Sales Training Tips for Success

Ask any sales leader who has paid for sales training whether it works, and you will find a large percentage will suggest ...

A Radical View of How to Onboard a New Sales Rep

In another time, onboarding a new salesperson would not have been difficult. In fact, many new salespeople did not go ...

How Your Love for Your Solution Keeps You One-Down in B2B Sales

What you are about to read may sound like heresy at first. But if you open your mind, you may see something that will allow ...

Why Your Client Buys from a One-Up Salesperson

In October 1992, I had a grand mal seizure while walking up the steps of my Brentwood, California, apartment. It took some ...

One-Up and the Limits of Your Solution in B2B Sales

According to the legacy sales approaches, you are supposed to identify your client's problem and their pain. Once you have ...

What Does It Mean to Create Value in B2B Sales?

I am tempted to tell a long story about a comment on LinkedIn asking this question, but I am afraid I won't create enough ...

Underestimating the Power of Positioning in B2B Sales

Many salespeople underestimate the importance of how they present themselves when they walk into their prospective client's ...

The Soft Skills of a Great Sales Leader

There are a lot of lists of attributes required of a great leader; most include things like vision, communication, and a ...

How To Find the Best Sales Leadership Development Program For Your Business

If your most senior sales manager left unexpectedly, how long would it take your team to fill the role? In the face of the ...

Replacing Achievable Goals with Aspirational Goals

At some point in your life, someone will tell you that you need SMART goals. SMART stands for specific, measurable, ...

6 Top Tips for Coaching Sales Leaders To Become Resilient

What does resilience mean to you? A few concepts probably come to mind when you hear the word—concepts like toughness, the ...

How to Judge the Value of the Sales Conversation

One of the hangovers from the legacy sales approaches is that the salesperson undervalues the sales conversation for what it ...

The Best Sales Leadership Books You NEED To Read

We’ve all heard the saying that the best way to learn is by doing. I respectfully disagree.

The Perils of Being a One-Down Salesperson

In any conversation between a salesperson and their client, the salesperson is either One-Up or One-Down. The term One-Up ...

Four Reasons Clients Refuse to Change

When it comes to change, some clients are more difficult to help than others. This post is not about clients that are ...

On the Importance of Context Locking

Having certain client conversations in a particular sequence can improve your ability to help clients change. It can be ...

The New Sales Storytelling

Salespeople need stories to sell. Much of the time, salespeople use stories about their client's problems and how their ...

How Time Selling In One Industry Makes You One-Up

The ability to be One-Up requires you to have more knowledge and experience than your clients. It doesn't suggest that you ...

How Much Have You Improved Your Sales Effectiveness?

The data shows that salespeople are not doing well. A search for something like “quota attainment” reveals that a large part ...

10 Characteristics of Great Sales Managers

There are a lot of tough jobs in business, frontline sales manager is one of them. Those who succeed tend to have the right ...

How B2B Salespeople Help Clients Change

When a client has done something in a certain way over a long time, the fact that it has always worked can cause them to ...

The Qualities of a Sales Leader

Leading isn't easy, and leading sales is one of the more difficult roles in business. Unlike some other leadership roles, ...

Going All In on Your Sales Approach

One of the more difficult initiatives a sales leader can attempt is changing their sales approach. Every so often, the ...

A Poor Diagnosis in the Sales Discovery Process

There is a general consensus that you win or lose a deal in the discovery phase of the sales conversation, even if it takes ...

How to Make Your Sales Force Your Strategic Advantage

Let's look directly at an inconvenient truth most are unwilling to recognize or acknowledge: Your company, as good as it is, ...

A Heretical View of Your Ideal Customer Profile

One of the best ways to be productive is to avoid wasting time. The more time you waste, the less time you have for what is ...

Why You Should Be Inefficient in Communications

The "cult of efficiency" believes deeply that the most important initiative is to generate more activity. More still, they ...

Why Sales Teams Don't Improve

Frequent readers know that the primary focus of my work is sales effectiveness and sales leadership. My work is focused on ...

How Sales Strategies Evolve Over Time

The feedback on Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative has been ...

In Pursuit of the Magic Bullet in Sales

A long time ago, sales leaders sought a solution for their uneven results. Some members of their teams were able to win ...

The Difference Between My Approach and Challenger

My version of the modern sales approach isn't very much like that described in The Challenger Sale, with the exception of ...

Your Obligation to Become One-Up

When you ask a prospective client for a meeting, you are asking them to provide you with their single, non-renewable ...

You Get Paid For Creating and Winning Opportunities

A recent story on LinkedIn was about a senior leader who was unhappy with the results of a highly compensated salesperson. ...

The Awesome Power of Strong Leadership

One either believes in leadership or they do not. You might doubt that there are people who don't believe in leadership but, ...

Do You Need Something Or Do You Know Something?

Every salesperson can be sorted into one of two primary categories. The first category is a salesperson who needs something ...

Failing to Keep Up with the Rate of Change

One way to describe our current environment is AC/DC, an acronym for the Accelerating, Constant, Disruptive Change we have ...

A List of Crutches Preventing Sales

Oxford defines a crutch as a prop, a support. While there is nothing wrong with needing a little support, the crutches ...

The Phone First Sales Organization

Every day, many thousands of salespeople send emails to their prospective clients. Their sales leaders allow their teams to ...

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 ...
Get Instant Access
hustler-ebook-v3-1-cover