Yesterday I had a minor medical procedure. An endoscopy. Nothing serious. But they gave me propofol as the anesthetic. If you’ve never experienced propofol, here’s my highly scientific explanation: They give it to you…and then somebody steals a chunk of […]
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Stop Trying to Win the Negotiation
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 […]