Mastering the Digital-to-Human Handoff in B2B Sales
Want a truth bomb that will shock your system awake like no hit of caffeine ever could? Here you go: Upwards of 80% of B2B sales start in digital channels. …
Sell the Sizzle! How to Tap Into Primal Emotions in B2B Sales
Ever eat at a Mexican joint? You know when the steak fajitas come flaming out of the kitchen — everyone suddenly wants to order that. They want the sizzle. The…
Differentiate and Dominate Your Market: Stand Out or Sit Down
Question: What’s the fastest way to fail at cold calling? Answer: The fastest way to fail at cold calling is to sound like every other salesperson out there. You know…
The Secret to Sales Breakthrough: Be the Tortoise and the Hare.
Growth feels slow while you’re in it. I’ll say it again — growth feels SLOW while you’re in it. Especially in sales. But slow and steady growth is the secret…
Cold Calling Vs. Cold Email: The Ultimate Showdown
What is the best way to get meetings on the calendar in 2025? Cold calling or cold email? That’s the million dollar question these days. Some salespeople will swear that…
The Fortune 500 Playbook: How to Land BIG Accounts Like the Pros
INSIDE: Large accounts have deep pockets. What feels expensive to you is actually very affordable to them. So always sell to their wallet, not your wallet. (That’s worth reading again). …
The War Cry of a Sales Pro: Why Average Won’t Cut It
Ah, Connor McGregor. Love him or hate him, he’s made a lasting impact in the UFC and has cashed more checks than anyone in the sport… ever. While I don’t…
The Power of Perception: How to Elevate Your Status to Close More Deals
Perception is everything in sales. If you’re perceived as just another sales rep, your prospect won’t give you the time of day, let alone their credit card. Sorry, but it’s…
10 Negotiation Mistakes You Can’t Afford to Make
Almost everything in life is a negotiation. And we are constantly negotiating, from the moment we wake up till our head hits the pillow at night… even when we don’t…
Stealing Clients? How to Master “Competitive Displacement” in B2B Sales.
First things first. What is “competitive displacement” in sales? Competitive displacement is a fancy term for winning a new client who’s currently working with one of your competitors. How do…