There’s a huge mistake salespeople make when it comes to negotiating: They try to win. They want the highest price. The fewest concessions. The best terms. They want to walk away from the table thinking, “Ha! I got the better end […]
Sales Success Is Simple…Let’s Not Overcomplicate It
Somewhere along the way, selling got complicated. REALLY complicated. We have a wide variety of sales methodologies. A gazillion AI tools. CRMs. Automated sequences. Intent data. Social selling strategies. Personality assessments. Call analytics. Dashboards that have dashboards. Pretty soon, you need […]
Are You an Accidental Salesperson? Take the Quiz
When you hear the word salesperson, what comes to mind? Someone carrying a quota? Making cold calls? Closing deals? Wearing a plaid sport coat and saying, “What’s it gonna take to get you into this baby today?” But what if […]
Ask Better Questions (Without Turning the Conversation Into an Interrogation)
We’ve all heard it: Great salespeople ask great questions. I’ve said it a million times. Because it’s true. Questions are truly the key to selling. But there’s a problem. Some salespeople hear that advice and show up to a sales […]