Sales is a game of slim margins. That’s what makes our field the most thrilling field in the world. You walk a razor-thin edge between hearing “Yes, Tuesday at 10 sounds good” and “No thanks, not interested.” And the margin for error isn’t any more forgiving in the deal-making stage. Do all the…
Closing deals isn’t some magical process. It’s not something that certain salespeople are gifted with, while others have to admit defeat. Closing is for everyone. And closing is for YOU. You just have to know the time-tested techniques that I’m going to share today. And I have to say — these are worth…
If you cold call… you hunt. If you cold email… you hunt. If you lead sales meetings and close deals… you hunt. If you do prospecting… you gather. If you follow-up with interested leads… you gather. You’ve heard sales likened to hunting before. That’s nothing new. But you’ve probably never…
As you know, the B2B sales world is teeming with acronyms. We’ve got SDR, BDR, AE, ABM, CRM, KPI, and the list goes on and on. Alphabet soup, anyone? But two of the most critical acronyms to know are MQL and SQL. Understanding these six letters can literally make or break your sales organization. …
Question: How do you know someone went to Harvard? Answer: They will tell you. It’s funny, and it’s usually true. After all, it’s hard to keep a good thing to yourself… especially when the good thing is as interesting and impressive as a Harvard education. OK – no Harvard education? Maybe you…
Stories are the lifeblood of marketing and sales. So it’s no secret that the biggest brands in the world tell stories to motivate their audience to action. With that in mind, why aren’t more B2B salespeople telling stories to increase their sales numbers? Even the shortest, simplest ads in history are story-driven…
Selling is both an art and a science. I’ve written extensively on sales metrics and KPIs, dopamine in sales, and other scientific topics. But today I want to make the case that sales is an art form. In fact, it’s more of an art than you could ever imagine. And that’s not all —…
If you’re in sales, there’s a high chance you have a competitive drive. You want to become the best, or at least become your best. And you know that getting there requires you to be intentional and proactive. In other words, you know you must take your career into your own hands.…
There’s no doubt you’ve heard the proverb, “You reap what you sow.” And maybe you’re applying this wisdom to your sales career already. If so, keep it up. But chances are you’re not applying it to your sales role like you could be. Or if you are… you’re happy with reaping a modest…
It’s no secret that your mind is your #1 weapon in sales. And the main reason why is dopamine. Dopamine is a neurotransmitter that motivates you to do basically everything in life. If you lack dopamine, you lack motivation. And if you get too much dopamine, you’ll have trouble focusing, mood swings, anxiety,…