To lead well, sometimes you need to go off the rails a bit and literally allow things to go off track. That’s right. When working problems with your team (or on your own), allow things to go off track or in the wrong direction – at least a little. I learned this from a mentor. […]
Sales Blog
A Simple Hack To Create High Quality & Engaging Sales Assets
Many are overwhelmed at the thought of creating a sales asset for their audience. Totally get it…but it’s not as hard as you think. Here’s a simple 7-step hack to easily create high quality sales assets to engage your audience: Open a Google slide deck Create a big bold title slide, e.g., 7 STEPS TO [insert […]
What’s Your Sales Playbook?
You know what’s great about 100-page sales playbooks, complete with graphics, step-by-steps, and notations. Not a lot. No one reads them. I’ve written abridged 20-page playbooks. Still – No one reads them. Why? It’s too much! You need clarity and simplicity for sustainability. To this end, a sales playbook should be one page (linking only […]
A Unique Way To Handle Sales Objections
Sales objections are no different than any objection. Every objection is an emotional response. Even the ones shrouded in reason. Because of this, responding to the emotion is more effective. While context always matters, here’s a simple mnemonic you can use in many cases. I call it VET. You can think of it this way. […]
I Made 51 Mistakes On A Sales Call and Still Closed the Deal
Mistakes in sales are not the end of the deal. When I was an AE my VP was listening to one of my calls. He documented 51 mistakes. Ouch! Here’s what I learned. Perfection does not close deals. The feedback was hard to hear, but it made me a better seller. The fact that I […]