by | Dec 14, 2023 | Discovery, Pipeline, Relating to The Buyer
How many cold calls, messages, and emails is one referral worth? I wish I knew the exact answer to that question, but I don’t. What I do know is that the answer is ‘a lot’! Referrals are incredibly valuable and many many salespeople either don’t ask for them or don’t...
by | Nov 21, 2023 | Mindset, Sales Learning
Most of us have heard a saying that goes something like, perfectionism is the enemy of success. I think many of us can intuitively understand it, but as with many sayings, even the ones that make the most sense, are hard to translate into practice in life, and even...
by | Nov 1, 2023 | Relating to The Buyer, The Buyer's Mind
A friend of mine started a new job in sales. It’s her first job in sales. She has raised money for nonprofits in the past and the new job is selling SaaS tools to nonprofits, so it is not out of the blue for her, but nonetheless, it’s very different, and...
by | Oct 18, 2023 | Presentations, Relating to The Buyer, Storytelling
There is a well-known dichotomy in academics and the professional world between scientific pursuits, and humanitarian, or social science based, or artistic pursuits. The arts are creative, and the sciences are technical. But where does that leave sellers? More than...
by | Oct 4, 2023 | Power Dynamics, Relating to The Buyer
Every seller who has spent a bit of time in the business has likely seen and used some kind of 4-quadrant decision matrix which classifies prospects in their pipeline as either large opportunities or small opportunities, as well as either ‘likely to close’ or...
