https://www.youtube.com/watch?v=VNyZ-UPG1NI&feature=youtu.be Gap Selling is more than a new set of tactics...
Gap Selling Resources Articles
These 5 Discovery Questions Are Killing Your Calls
Traditional discovery questions are garbage and they’re ruining your sales processes, causing buyer fatigue, and...
Sales Psychology: Are You Emotionally Attached or Emotionally Invested? The Difference Is Massive
When I was 24 years old, I moved from Boston to Rome with 4 suitcases, no job lined up, a meager amount in savings,...
Discovery Fatigue is Real
I want to talk about something I've seen a lot of and I want to set the record straight. Discovery fatigue. The...
Sales Culture Needs to Change: Sales Objections – The Costly Sign of Horrible Selling
Let’s talk about sales objections. Part 4 of why the sales culture needs to change. Sales objections are the...
Gap Selling Lessons From Wolf of Wall Street
Gap Selling Lessons From Wolf of Wall Street: At this point most, if not all, of us have seen this scene from Wolf of...
Sales Culture Needs to Change: This is a Horrible Discovery Question
Part 3 of Why the Sales Culture today sucks. Bad discovery questions are ruining your credibility and discounting the...
How To Know When A Deal Is Ready To Close
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...
Maximize SaaS Sales Revenue: Prioritize your Customers
Maximize SaaS Sales Revenue: Your existing customer base is gold, right? We’ve all heard it before, the cost of...
Sales Culture Needs to Change: It’s Time To Kill The Pitch
Part 2 of Why the Sales Culture today sucks. There’s a whole bunch of reasons – selfishness, sales professionals being...
Sales Culture Needs to Change
Listen up we need to change the sales culture. It’s a complete shit show. I had a dude reach out to me the...
How To Be More Buyer-Centric In Your Discoveries
I often get asked by people - how do I get better at understanding my buyers? How do I become more problem-centric?...