by | Sep 17, 2025 | Sales Leadership, Sales Organizations, Storytelling, The Buyer's Mind
As sales leaders, we talk about it all the time. The best way to influence buyers is through telling stories. The idea is to create a beginning, middle, and end, where the buyer is the protagonist and your seller is a consultative supporter along the way. The only...
by | Jul 15, 2025 | Power Dynamics, Relating to The Buyer, The Buyer's Mind
Tell someone you are an expert and they will listen and disregard the risks of listening. For long time readers of this blog, you may recognize this reference, but back in 2014 there was a show that aired called “Mind Games”. I highly recommend it for anyone...
by | May 20, 2025 | Email, Outreach, The Buyer's Mind
I have spent that past couple of posts talking about email, and specifically cold email. Although the likelihood of success with truly cold email is decreasing due to ESP server filters, and oversaturation of inboxes, email is still a highly valuable tool, and can be...
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 | Jan 10, 2025 | Discovery, The Buyer's Mind, Value Selling
As you might imagine if you have read my past posts, I want to start the budget chapter by considering what the buyer is thinking about when a seller asks them for their budget. When most sellers ask for a budget, they ask it as one of a long string of questions that...
by | Dec 20, 2024 | Discovery, Relating to The Buyer, The Buyer's Mind
We have spent the past three posts talking about discovery, and I would like to continue the series as it is such a vast topic that influences so much of the sales cycle. Discovery is not a discrete portion of the sales process but rather a consistent ingredient...
