Sales Blog

According to Donnie Brasco, “forget about it” means a lot of different things The point – tone matters in communication It really matters in sales PS: sometimes it just means to “forget about it,” too

My twin girls have Invisaligns to straighten their teeth… I asked one how it was going, “Great, but you gotta use each set (one after the other) or it doesn’t work.” Simple enough – each set is like building blocks – one upon the other – to get their teeth moving in the right direction. […]

An underrated sales skill: Tone It’s easy to know when Maverick’s got good tone But how do we know? Watch for: Too often I hear sellers – who I’ve had great conversations with, sound: Three quick tips to get a better lock on tone:

Consider some broad strokes… Sellers are on a curve 20% on the left: These folks will struggle – they shouldn’t be in sales at all. It’s not the right environment for their success. 60% will fall in the middle: Most sellers fall in the middle. These are typically people who stumbled into sales from one […]

Sales is leadership  Buyers want a calm-assertive leader