Imagine you’re at a car dealership, and you see a cherry red Porsche Macan sitting in the lot. The price on the windshield says $114,000. That’s a lot of money for a car, you think to yourself. It’s way out of budget, but you ask about it anyway. The car dealer says there’s a reason…
Ask yourself – what’s going on in your prospect’s mind during your very first conversation? Pricing. Period. They want to know “how much you cost.” That is… until you start leveraging the power of tonality and emotion. Once you learn how to do that effectively, the hangup of pricing almost goes out the…
It’s 2023, and content is still king. That’s why TikTok has blown up. That’s why Google (blogs) and YouTube (videos) are the two biggest websites in the world. That’s why the Harvard Business Review says that content is no longer a luxury, it’s a necessity. And I’m here today to say that…
If you’re in B2B sales, you know that it’s complex, chaotic at times, and absolutely thrilling. With prolonged sales cycles, the buyer journey is becoming less of a sprint from start to finish and more of an ultra-marathon through difficult terrain. It can be grueling if you don’t have your wits about you. That…
Today’s B2B sales strategy is for the SMB founder, CEO, or biz-dev leader. You want sales. You need sales. And you know that sales is the lifeblood of your organization. No closed deals, no business. That’s why I recently wrote about the three C’s of relationship selling: Connect, Care, and Contribute. Connect with…
According to HCI, a lack of clarity is killing organizations. When people are unclear of their role and expectations, things start to fall apart. But what about clarity at the individual level? Why is it important that YOU have clarity as you move throughout the thrilling world of B2B sales? Don’t worry, you’ll…
Imagine this scenario. You are a local in a small Portuguese village fifty years ago. You’re walking your sheep along a country road. Suddenly you cross paths with a foreigner, who looks completely lost. How do you help the traveler out of his predicament? You don’t just start giving directions — that would never…
The statistics are absolutely staggering. Studies show that close rates hover around 30-40% for top sales pros. That means for every 10 SQL’s, three to four make it down funnel and convert to a customer or client. And for the average salesperson… they’re looking at a 20% close rate on average. Pretty…
There’s the LinkedIn we all know and love. And then there’s LinkedIn’s smoothe older brother, LinkedIn Sales Navigator. If you’re not familiar, Sales Navigator is a social selling platform for B2B sales. It’s where people go to discover new leads, connect with prospects, and ultimately drive revenue for their organization. The last I…
Let’s be honest. This nation was built on multitasking. Our founding fathers simultaneously built cities and towns, overcame British rule, penned The Constitution, and even spruced up their wigs at night. How did they do it all? By juggling many things at once. Multitasking is all about juggling, and it turns out, juggling is…