Meeting Customers Where They Are
“Why did you reach out?”
How to Improve Engagement and Sales Performance
While salespeople are more engaged than non-sales employees, they’re still looking for other opportunities. Our research found that 42 percent of...
Tom Pfeifer: The Future of Sales Leadership
I walked off the stage and was greeted with a high five and a huge smile from Tom Pfeifer. I knew that meant “job well done.”
Julie Faupel: Getting Closer to Your Customer
I first met Julie Faupel during a week-long personal growth retreat. The retreat required a total digital detox and abstinence of any conversation...
3 Keys To Breakthrough Sales Performance
Fifty-seven percent of sales reps expect to miss their quotas this year. That number will continue to increase. It’s not surprising — given that...
Sharing Is Caring
How do I contribute value online?
The Art & Science of Sales
I was walking up the steps of the Phoenician and walked right into Chris Clement, executive vice president of sales for Arch MI, a leading mortgage...
How to Deliver a High Impact Sales Pitch
You’re escorted to the boardroom room with a big prospective customer. You stand to make the pitch. It’s go time — your time to wow the people around...
How the Sacramento Kings Deliver a Winning Sales Experience
I turned the corner and stepped into what felt like some weird version of Star Wars. There was an R2-D2 style robot coming straight towards me and I...
Prepare to Win or Prepare to Discount
“This is the max budget. Can we make this work?”
What Happens When a Sales Pro Loses Confidence?
Halfway through our first cup of coffee, we cut to the chase. She’d asked to meet for a specific reason.
Advice I Would Give My 22-Year-Old Self Today
Who’s coming with me?
Teaching Sells: 5 Ways to Succeed in Sales
“We’ll compete on price every single time unless our people show up with insight and perspective that has real impact for the customer. I need to...
The Puppy Dog Close
Since I am fond of talking about why everyone ignores your email sales pitch, I’m occasionally on the receiving end of examples of awful cold pitches...