As most of you know I’m not a huge fan of templated e-mail cadences but I do appreciate creating efficiencies throughout the sales process and adding structure where appropriate. One area in which we can add structure to is how we follow up with a prospective client after a good discovery call. Too many of […]
… An Ego. If you have an ego you’re not going to get very far in sales or in life in my opinion. However, if you have confidence you can achieve almost anything. People gravitate towards confidence and want to be a part of it. This is true in all aspects of life and especially […]
This is a guest post by the team at Nudge.ai, a great sales intelligence tool as part of the #holdthehustle campaign. If you’re in the business of acquiring new customers, you’ve heard industry leaders shout it from the mountaintop: “Add Value!” “Create Value In Every Interaction!” “Value!!!” With the shift, we’re seeing in buyer behavior, […]
I’ve been following Gary V for a couple of years now, and we even spoke at Rainmaker 2016 a couple of years ago. One thing he said that has really resonated with me is if content is King, then context is God. I couldn’t agree more with this statement and I think it’s a perfect […]
As most of you know, I’m one of those obnoxious New England Patriots fans that rubs it in the rest of the Leagues face about how great we are and how TB12 is the undisputed G.O.A.T and Belichick is by far the greatest coach of all time. Well, this year has been a bit humbling […]
I’m speaking at the ZoomInfo Growth Acceleration Summit today on the Missing Link Between Sales and Marketing Alignment. Since many of you won’t be able to make it I decided I would write out the presentation I’m giving and share it with you here. Enjoy! The Missing Link Between Sales and Marketing My college degree […]
I get asked this question on a regular basis: “How do I create a sense of urgency with my prospect/client?” I wish I had a specific technique that addressed this but I don’t. However, I do think the answer stems from one specific thing: the top priorities of the business. The priorities of the different […]
For many of us the sales meeting is our favorite part of the sales process. It’s our time to shine and do what we do best. We are face to face with the client using all the tools in our arsenal to convince them to buy our product and invest in us and our company. […]
Have you ever realized how much better things tend to go when you map out at least a rough plan before whatever it is? Whether it’s a meeting, your day, your year, or a vacation it’s almost always better to be proactive about your approach than reactive which is what this post is all about. […]
Our products and solutions are being commoditized by the customer whether we like it or not. In Sales, we can and should keep fighting to differentiate ourselves through our solution’s value, but it’s how we approach and interact with our clients that will set us up for the big successes. The way we manage the […]
