I want to talk about something I’ve seen a lot of and I want to set the record straight. Discovery fatigue. The other day I was reading a LinkedIn post where someone was talking about you must combine the demo with the discovery because buyers are tired...
Let’s talk about sales objections. Part 4 of why the sales culture needs to change. Sales objections are the quintessential sign that you sold it wrong. Let that sink in for a second. If you’re getting objections you have sold it wrong. It means you got ahead...
Gap Selling Lessons From Wolf of Wall Street: At this point most, if not all, of us have seen this scene from Wolf of Wall Street. It’s cheesy, sleazy, gross, manipulative, pick an adjective. But, there is actually some good stuff to learn from this sales call....
Part 3 of Why the Sales Culture today sucks. Bad discovery questions are ruining your credibility and discounting the entire profession. We’ve become manipulative talking heads. We need to break free. I am on a mission, if you haven’t seen it...
I’ve spent a lot of time with a lot of sales people and one of the biggest problems I see is rarely, too rarely, do sales people know when a deal is ready to close. Unfortunately, sales people rely on false, weak, unaligned triggers to assess how close a deal...
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