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Articles that will change your game

Order Takers Vs. Order Makers

Order Takers vs. Order Makers

In sales there are order takers and order makers. Order takers are reactive. They listen and respond to customers requests. They respond to RFP’s. They give the customer what they ask for. Order takers sell in...

Sales Myths - Likability

Sales Myth – People Buy From People They Like

Sales myths and catch phrases are thrown around in trainings and casual conversations constantly. If another person marches out the tired old phrase “people buy from people they like.” I’m going to throw up in...

The Best Sales Books

Whether you’re new in your sales career or in search of fresh content to up your game, picking a solid sales book can be just the thing to get you back on track. Since there are endless options to choose from,...

Be a Good Buyer (Note to Buyers)

I’m going to flip the script today. This blog normally helps sales people and sales leaders be better. This post is gonna go a different route. Today, I’m gonna help the buyer. As much as there are...

What To Do When a Prospect Goes Dark

There is nothing more frustrating to a sales person than when a client goes dark. Your last conversation was killer, you both agreed that your solution made sense. The prospect said they needed to share it...

salesperson

3 Most Important Traits in a Salesperson

What Makes a Salesperson Great? I’m asked often about what makes a great sales person.  Like most jobs, there is a certain set of skills or criteria that makes one person more successful at a job than...

Bookings vs. Revenue in Sales

So many salespeople think there is no difference between booking and revenue. Many may not even have heard the word “bookings.” For most transactions, there is no difference. Bookings and revenue...

sales team

How to Scale a Sales Team in the 21st Century

We all want to get big. We all want to grow up and be the big girls or boys on the block, right? Growth is what it’s all about in the world of business, especially in SaaS and technology. Take one look...

Tell Your Customer “No”! During Prospecting

Can you tell your customer or prospect no? You better. When a prospect says; “Just send over a proposal,” but won’t give you any information about their company, what they are looking for, or...

Are You Someone’s Booty Call?

booty call:  A late night summons — often made via telephone — to arrange sexual liaisons on an ad hoc basis. Yup! This Urban dictionary definition pretty much nails what a booty call is....

11 Things Great Salespeople Don’t Do

There always seems to be lots of ideas and discussion around what great sales people do. I think it’s just human nature to evaluate success and emulate it. We take inventory of what the successful are...

Sales Training for Cyber Security & Insurance

When it comes to problem-centric sales training for cyber security and insurance, traditional sales training methods and companies fall flat. They borrow a few terms like pain, problem, discovery, impact or...

The Skill of Learning

When was the last time you broke down the skill of learning? You can be on information-overload all you want, but if you don’t assess the skill of learning, you’re going to waste a lot of time....

Salespeople: Don’t Be the Customer’s Bitch

You are not the customer’s bitch. You are a great sales person. A great sales person isn’t a go-fer, they are keenly in-tune to a customer’s problems and how to solve them. A great sales...

Gap Selling vs Sandler Sales Training

All Sales Training Is the Same, Right? You’ve experienced it. It’s the same old tired approaches to the same old sales challenges, with each company attempting to add their own little...