Sellers Dilemma: It's Not What You Think
You’ve seen—or even struggled with—this sales problem before: to close more deals today, you have to keep your head down and focus on the pipeline. But to close more deals …
Your Value Proposition Doesn’t Matter | Sales Strategies
In my community, there is a very big named sales trainer who came out during a presentation recently and said, “Your job as a sales rep is to push your …
How Do You Behave in Public?
You only have a few seconds to make a positive first impression on someone. Let’s face it – within moments of meeting another person we have often already determined whether …
Content is King – But Only the Right Content | Sales Strategies
You know and I know that content is king when it comes to B2B selling. Therefore, it doesn’t surprise me that a recent study from Curata shows that 71% of …
Fire These Clients…Now!
Not all clients are created equal. Nor should you be compelled to treat them equally. There’s no law stating you must sell to everyone, or keep servicing clients that are …
If You’re Not Digital, You’re Dead | Sales Strategies
I’m doing some research on my new book, Right on the Money, and I found a study from Serious Decisions that said that 67% of all buying is done digitally.
I’ve Been Named One of LinkedIn’s Top Voices!
I am thrilled to announce that I have been named one of LinkedIn’s Top Voices for 2018. This is a yearly list LinkedIn curates recognizing their most engaging creators. You can view …
The Line Between Pushing and Being Repellent | Sales Strategies
A few weeks ago, I had a rousing discussion on LinkedIn about the downside of pushing too hard as I recently did a Facebook Live video about pushing hard until …
Do You Have a Mindset For Success?
Your mindset is typically one of two things. It can either be one of your greatest tools or one of your worst obstacles. The good news is you get to …
The Year-End Strategy that Works All Year | Sales Strategies
A couple of weeks ago, the Engage Selling Facebook page hosted one of my Facebook Lives. During that video, we talked about pushing through to the end of the year …
Collaboration is the New Buying Process | Sales Strategies
Last week, we started talking about trends in the marketplace. Another trend that we are spotting inside corporations is that the buying process is becoming more collaborative than ever.
What Full Employment Means to You | Sales Strategies
I think it’s fair to say that our buyers are busier than ever before because we’re in a virtual employment situation. In fact, studies are showing that this is the …
