by | Sep 4, 2025 | Presentations, Relating to The Buyer, Storytelling
Back in fall of 2023 I wrote a piece on storytelling in sales. The idea was, and is, that sales is decidedly an art and not a science. We are connecting to people, and having human interactions, so the way we go about our jobs cannot be mechanical and by rote. We have...
by | Aug 21, 2025 | Power Dynamics, Social Proof, Value Selling
The concept of social proof is talked about quite a bit by sellers, marketers, sales coaches, and executives. We all have a basic understanding of what it is, but we don’t often spend enough time reflecting on how to execute on it in a way that is influential with our...
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 | Jul 3, 2025 | Calls, Objections, Outreach
Your prospect is always busy. You are always interrupting them any time you make an unscheduled or cold call. Whatever the prospect was doing before you called is what they chose to do, and therefore deemed most important. So yes, you are interrupting them. Because of...
by | Jun 20, 2025 | Calls, Outreach, Pipeline
Calls with prospects and clients that occur early in the buying process can be tricky to manage. There is no defined path or working plan yet, and often times the rules and dynamics of the relationship are still being sorted out. It is important to have a plan going...
