Blog Category // 2021

How You Are Enabling Sales Prevention

The Gist: Some current sales practices actually prevent deals. We have been bamboozled into choosing efficiency over ...

How Your Email Campaigns Harm Your Results

The Gist: We have reached peak email prospecting, the point when its effectiveness begins an inevitable decline. Two emails ...

How to Make Your First Impression Impressive

The Gist: You never get a second chance to make a first impression. Outdated approaches to sales, especially during first ...

The Small Screen that Commands Your Time and Attention

At 4:30 AM each morning, I am greeted by my most faithful companion: it never strays more than a few feet away. Every ...

How Your First Meeting Repels Your Prospective Client

The Gist: The way to a second meeting is a valuable first meeting. The reason clients disengage is because the conversation ...

The Sales Process Was Designed to Solve the Sales Organizations Problems

The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. Creating a ...

Why Your Next Lead Is No Better Than the Last

The Gist: New leads are not better than old leads. Recency bias will cause you to believe that a new lead will be easier to ...

The Only Two OKRs for Sales

The Gist: Sales is made up of two parts: Opportunity Creation and Opportunity Capture. The more you focus on these major ...

The Medium Is Your Message

The Gist: Over time, our technologies have taught us to prefer asynchronous communication mediums. They have also convinced ...

Why a Fear of Cold Calling is Destroying the Latest Sales Generation

The Gist: Salespeople are being taught to fear cold calling by people who should know better. Much of the advice they offer ...
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