Don't Let Customers Forget This
Are you making this crucial mistake? It’s a common and critical mistake I see sellers make during these chaotic selling times.
Win More with Team Selling
Simply put, when things are chaotic and your customers are in crisis, you need to show up with force. Here’s what that entails.
How to Be a Better Listener
Most salespeople don’t listen. They simply stay quiet and wait their turn to talk or pitch. That’s not in the best interest of the customer. Here are two...
How to Stand Apart
HOW you do something is just as important as WHAT you do. Here’s what I mean and why it’s crucial in this chaotic marketplace.
A Market Is Thriving Somewhere
If you’re struggling in a market you’ve traditionally sold into, look for adjacent markets, ask for referrals to a different side of the business, and...
Change Your Forecast Now
Sales leaders, how do you effectively forecast and successfully hit your targets in a chaotic market? Here’s my best advice.
The Best Sellers Do This
Most sellers give up way too soon! Make another call, send another email, or send another text. It can make all the difference!
Stop Commoditizing Yourself
Stop commoditizing yourself. This is the biggest reason why you’re losing sales and new opportunities to the competition.
Sales Math You Can't Afford to Ignore
In order to be successful in sales, you have to understand sales math. What is sales math? It is about understanding your conversion ratios in two areas.
It's Time to Deal with Labor Shortages
I’m sick of businesses using staffing shortages as an excuse for poor performance. Sales teams are no exception, and here’s what they have to change.
Handling the Dreaded Price Objection Like a Boss
“Your price is too high!” In this blog, I share my favourite approach to this common objection (it involves asking a simple and powerful question).
How to Avoid the Price Trap Once and for All
I always get asked how to either reduce or eliminate the pricing objection from the sales process. It’s easy! Here’s what you have to create.
The Secret to Accurate Forecasting
For sales leaders, forecasting at the beginning of every quarter is mandatory. There are three ways to effectively accomplish this.
There's No Such Thing as an Ideal Buyer
There’s no such thing as an ideal buyer anymore! In fact, thinking that you have an ideal buyer will cause your sales to plummet. Here’s what you should be...
Cold Calling Is (Still) Dead
The most successful sellers I know agree that cold calling is dead. Here’s why and the strategies they implement instead.
Your Single Point of Failure
What’s the number one reason you lose existing customers? Watch this video to find out and discover the best thing you can do to improve customer retention.