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DISC Profiles Help You Understand the 75% of Clients Who Aren’t Wired Like You Are

If all of your clients were exactly alike, sales would be a breeze. If each customer had the same needs and each operated with the same motivation, your job would be easy. The truth is that your job depends heavily on human behavior, which varies greatly from person-to-person. More [...]

2018-12-07T14:48:26+00:00December 11th, 2017|Categories: Blog News, Sales Success|

Why It’s Time for an All-New Approach to Needs Assessment

{Pre-Order Your Book Now>>} It’s time to transform the old-school, sounds-like-a-survey, ho-hum needs assessment interview into a rich, engaging two-way dialogue with buyers. Why? Because: Buyers don’t have time or patience for sellers’ self-serving Socratic questions. Buyers don’t want to be sold and resist sharing information that overtly sets [...]

2018-12-07T14:48:47+00:00November 28th, 2017|Categories: Blog News, Sales Success|

3 Presentation Techniques That Will Up Your Sales Game

Imagine you’ve been working on a significant opportunity for several months. You’ve invested long hours with all of the key players and it’s almost time to go to contract. The final step is a simple “show-n-tell” presentation that you need to deliver to the executive committee. All you need [...]

2018-12-07T14:53:34+00:00November 3rd, 2017|Categories: Blog News, Sales Success|

Your SaaS Demo Isn’t Working – Here’s Why

Giving a demo can evoke mixed feelings. If you believe you’re good, you’ll be thrilled at the thought of presenting your demo. If you’re insecure, it will be a sense of dread that sets in every time your eyes glimpse that 45-minute spot on your calendar. In either case, [...]

2018-12-07T14:58:49+00:00October 16th, 2017|Categories: Blog News, Job Search and Career, Sales Success|

The “Golden Rule” of Negotiating: 5 Tips to Create a Win-Win Outcome Without Discounting Your Price

Before you know it, we will be looking at our calendar and wondering,“When did October get here?!” As we approach the end of the year, the final push to bring in revenue brings new challenges for many salespeople. Think about it, why do most orders and PO’s come crashing [...]

2018-12-07T15:00:37+00:00September 7th, 2017|Categories: Blog News, Job Search and Career, Sales Success|

From SDR to CEO: 5 Traits All Great Salespeople Share

Moving up the corporate ladder requires long hours, patience, consistency, people skills, and did I mention long hours? I was the second Sales Development Rep hired at G2 Crowd right out of college. The role had very little established processes, metrics, or best practices. I thrived because it gave [...]

2018-12-07T15:01:08+00:00August 29th, 2017|Categories: Blog News, Job Search and Career, Sales Success|

Are We Having Fun Yet?: 5 Tips to Creating More Fun in Your Life and Career

I took myself on a date last night. I tucked my phone away, pulled out my notebook, and ordered whatever I wanted from the menu at my favorite vegan bistro. The waiter gave me a table in a nook far away from the hustle and bustle and there I sat, [...]

2019-01-29T14:09:54+00:00August 24th, 2017|Categories: Blog News, Job Search and Career, Sales Success|

What I Wish I Knew Then: 20 Best Sales Career Tips

20 Sales Career Tips From Top Sales Leaders Over the course of your sales career, you will experience a lot. You will experience triumphs and successes, and you will also encounter obstacles, defeat, and failure. I mean let’s face it, we face more rejection than most do in any [...]

2020-03-31T16:53:17+00:00August 22nd, 2017|Categories: Blog News, Job Search and Career, Sales Success|

When A Client Goes Dark, Do This

Your 4 Step Approach to Re-Engage a Quiet Prospect  Have you ever had a client go dark on you? Who hasn’t? I bet everyone reading this post can think of at least a few prospects or clients you’re working with right now that have gone dark...and you have no [...]

2018-12-07T14:27:13+00:00August 15th, 2017|Categories: Blog News, Job Search and Career, Sales Success|

3 Basic Sales Strategies to Get the Most Out of a Changing LinkedIn

It is often said that the more things change, the more they remain the same. As technologies continue on a path of relentless disruption, there is increased pressure on businesses to keep up and adapt. There will always be a learning curve that needs shortening. Throughout the years, I [...]

2018-12-07T16:04:18+00:00July 19th, 2017|Categories: Blog News, Sales Success|