by | Apr 3, 2025 | Mindset, Sales Organizations, The Seller's Mind
We have all come across sellers whose optimism is nauseating. They are always about to close the biggest deal yet. They project monster numbers, and they consistently talk about how they will “crush their number”. Sometimes they do, and sometimes they don’t but the...
by | Mar 7, 2025 | Mindset, Relating to The Buyer, The Buyer's Mind
My family is a big poker playing family, so I heard this statement a lot growing up, “Anyone can read their own hand; being good at poker is being able to read the other players’ hand”. In other words, it’s nice to have a plan, but it means nothing if the situation or...
by | Feb 20, 2025 | Mindset, Outreach, The Seller's Mind
We finished last weeks post talking about resilience and routine, so let’s put some more meat behind that conversation. I want to be clear here, picking up a phone book and dialing random people is not the answer. Obviously that is hyperbolic, but when I talk about...
by | Feb 6, 2025 | Mindset, Objections, Outreach, Pipeline
Sellers must spend more time selling. This is not really a skill or a behavior per se, it is more of a mindset or a discipline. Our modern work culture is full of distractions and secondary demands of our time, but we know what drives sales, and it is up to us, as...
by | Jan 22, 2025 | Mindset, Objections, Relating to The Buyer
Objections are an ever-present part of the sales process, and I have posted on the topic in the past (If you are interested in learning more about identifying objections, and handling them, please take a look at “Identifying Objections” from April 25th, 2024). In...
by | Aug 9, 2024 | Mindset, Sales Learning, The Seller's Mind
Although there is much dogma and supposedly common-sense knowledge floating around about what makes a good seller, the actual answer to the question is predictably more nuanced than the dogma, and also, at odds with much of the dogma. As with many things in life, what...
