How to build trust early in a selling situation Every salesperson can build trust faster, show more empathy, and develop deeper customer relationships by breaking the 4th wall on a sales call. What is the 4th wall, and how do I break it? Listen in as we discuss the 4th wall in sales and how you can […]
The most common feedback from sales training and how it can help you After more than 20 years of training and leading salespeople, I truly enjoy the one-on-one moments of feedback. It’s that moment when someone in a training workshop or coaching session opens up about their pivotal learning point from the session. At every […]
The most common feedback from sales training and how it can help you After more than 20 years of training and leading salespeople, I truly enjoy the one-on-one moments of feedback. It’s that moment when someone in a training workshop or coaching session opens up about their pivotal learning point from the session. These […]
Selling to the farmer AND the reseller It is the best of selling methods and the worst of selling methods. This, of course, is the sales version of the opening lines from the famous book, “A Tale of Two Cities.” A recent sales training workshop reminded me that knowing who to focus on isn’t always […]
Selling to the farmer AND the reseller It can be the best of selling methods and the worst of selling methods. This, of course, is the sales version of the opening line from the famous book, “A Tale of Two Cities.” A recent sales training workshop reminded me that knowing who to focus on isn’t […]
How did your dad help you become a better salesperson? As many countries across the world will celebrate Father’s Day this coming weekend, I felt it best to honor all fathers, father figures, and anyone who showed up in your life to somehow make you better at selling. Many of you might be thinking, “My […]
How did your dad help you become a better salesperson? As many countries across the world will celebrate Father’s Day this coming weekend, I felt it best to honor all fathers, father figures, and anyone who showed up in your life to somehow make you better at selling. Many of you might be thinking, “My […]
How Steve Martin and a performance review can help you close more sales “How can I close more sales?” It’s the most common question I get in sales training—and not surprisingly, the most common weak spot when salespeople evaluate themselves. A recent interview with comedian Steve Martin reminded me of an old employee review I […]
How Steve Martin and a performance review can help you close more sales “How can I close more sales?” It’s the most common question I get in sales training—and not surprisingly, the most common weak spot when salespeople evaluate themselves. A recent interview with comedian Steve Martin reminded me of an employee review I once […]
When was the last time you audited your territory or sales team? Honestly, when was the last time you took a good, hard look at your territory or your sales team? I mean looking at it like an audit would? If you’re like most sales managers or business leaders, the answer is probably… never. Sure, […]
Apple Podcasts
Google Podcasts
Spotify
Stitcher
RSS