Why Warm Leads Go Cold & How to Reconnect
In B2B sales, few things are more frustrating than when warm leads go cold.&...
How to Maximize Your Attendance At Conferences
During my corporate sales career, I relished the opportunity to attend conferences. They offered a ...
3 Ways To Make Your Buyer Feel Safe (+Questions)
When it comes to sales, one of the most important skills you can master is ...
Back to Basics – Week 5: What my client taught me about booking meetings
Even after 25 years in sales, I’m still learning new terminology — sometimes from my own ...
Back to Basics – Week 4: The one million dollar question (literally)
I have a stat that’s going to change how you approach every sales conversation. ...
Back to Basics – Week 3: The 30-second move that builds trust
Picture this: You jump on a discovery call with a promising prospect. After quick pleasantries, ...
Back to Basics – Week 2: A simple skill that changes everything
We’re starting with the easiest fundamental of all — and it’s one that even ...
Back to Basics – Week 1: Your summer sales reset starts now ☀️
As we roll into summer, I hope you’re looking forward to some leisure time, ...
3 Mistakes Founders Make When Hiring Salespeople
Highlights from my panel at the Inc. 5000 Conference In October, I was honored to join ...
How to Disrupt The Sales Pitch
Founders: it’s high time to disrupt the sales pitch! You know where I stand; ...
How to Master Discovery Calls: A Guide
Jumping on an intro call or deeper discovery conversation? Here are three go-to resources with ...
3 Powerful Sales Call Strategies
Call reviews are a big feature of my work with founders in the Sales Playbook, ...