I always refer to myself as a sales rep who happens to train rather than a trainer who happens to sell. While the days of making 400 cold calls a week (and they were truly cold calls) are over, I still prospect every single day to keep a big fat pipeline. Recently I was following […]
The more experienced I get in business the more I realize how important timing is with almost everything. I can’t tell you how many ideas I’ve heard about (or come up with myself) that were great ideas at the time, but failed because the market wasn’t ready for them. Good Ideas, Bad Timing My former […]
This week on the podcast I chatted with Chris Voss, author of Never Split the Difference and founder and CEO of Black Swan Group about all things negotiation. Below are just some of the takeaways from our conversation plus the video of the full interview. If you haven’t read his book, it’s a must-read for […]
We are givers in Sales. We give and give and give in the hopes that at the end of the sales process, we get what we want – which is the signed contract and commission. The problem is we tend to give a bunch of stuff away without really getting much in return. When this […]
