You Can’t Game the System

You Can’t Game the System

In a recent post on his blog, Seth Godin compared ‘hacks’ and scientific experiments to one another. He explained that hacks are focused only on the outcome of a scenario, while anyone searching for fairness and utility rely on a process. And, that reliable...
To Pitch or not to Pitch?  That is the Question.

To Pitch or not to Pitch? That is the Question.

The question of whether to teach salespeople a product pitch, or not, comes up consistently, especially in technology and software sales.  In fact, many organizations start training new hires with standard product pitches and even have competitions to see who has the...
How To Fall In Love With Prospecting

How To Fall In Love With Prospecting

There are very, very few of us who are born loving to prospect.  If you are one of those are prospecting unicorns you may not need to read this (just kidding).  If you are in the vast majority of us who tend to view prospecting as our least favorite activity, please...
The Power of Self-Discovery

The Power of Self-Discovery

This photograph was taken in 2011 of my son, JW, and me on the day he learned to ride a bike.  It is one of my favorite memories, followed closely by the same moment had with his older siblings 😊. When children are able to master a skill on their own for the very...
Are You Making Statements or Asking Great Questions?

Are You Making Statements or Asking Great Questions?

Do you ask questions or make statements?  When was the last time you checked yourself or your team members on a call/conversation? One of my favorite lines from a mentor many years ago was “selling ain’t telling bro.” It’s not what we say on a sales call or in a...
Why Do We Behave the Way We Do in Sales?

Why Do We Behave the Way We Do in Sales?

There are three questions that I consistently get asked when I do workshops: “Why do we behave the way we do in sales when we know there is a better way?” “How do I become a better coach to my team?”’ “What sales books do you read?” This article will encompass items...
How to Uncover Personal Value Without Risking Rapport

How to Uncover Personal Value Without Risking Rapport

We know…really, we do.  We have to work with our customers to help them quantify the value of investing in our products or services.  We use terms like ROI, TCO, IRR, qualitative, quantitative, and the like, to help define this value.  Many times, we have ROI...
“It Just Didn’t Go Our Way…”

“It Just Didn’t Go Our Way…”

Have you ever received this feedback after months of hard work leading what you thought was a strong sales cycle only to be shut down with the finish line in sight? What happened?  You knew in advance that your prospective client was going to hold a final internal...
50 Days remaining in FY19

50 Days remaining in FY19

The end of 2019 is quickly approaching and if you’re like me, you might be feeling a little pressure regarding prioritization of your time as you close out the year and prepare for 2020. It’s important to understand your customer’s buying cycle. According to a...