by | Mar 21, 2025 | Sales Organizations, Sales Team Dynamics, The Seller's Mind
I’ve mentioned my nerdy infatuation with the reality shows Survivor and Big Brother in the past, and I’d like to provide another reference related to those shows to help contextualize this post. Specifically, we can learn a lot about organizational dynamics, and power...
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...
