April 05, 2023
For the past three weeks, we’ve unpacked the toolkit of figurative language. This week, we wrap up “The Metaphors of Sales” by discussing models found in nature.
March 29, 2023
This week, we’re looking at the metaphor of referring to your company or organization in terms of being a family–and waking up this tired metaphor with a team-building exercise.
March 22, 2023
This month, I’m going to offer a poet’s tips on choosing metaphors of sales that transform. In other words: Ready, aim, fire!
March 15, 2023
Consider this sales metaphor boot camp. (And, yes, if you’re wondering, “boot camp” is a metaphor. No actual sit-ups or rope climbs required.)
March 08, 2023
Being good at a discovery call is not enough. You need to be able to finish the story with the right middle and ending.
March 01, 2023
A great book and a great sale have several things in common, but the biggest is that they are full of great information.
February 15, 2023
In the month of love, and in the career of sales, it is especially prudent to know when to move on.
February 08, 2023
My pain is your win, and your sales (and maybe your dating technique) is about to get a heck of a lot smoother, faster, and better. It’s story time.
February 01, 2023
Sales is love and love is sales. Many of us have had loves, heartbreaks. We have had deals fall through, perfect prospects pass us by, and missed deals of a lifetime. When we start learning where to look and how to handle rejection, something magical happens.
January 04, 2023
New Year’s resolutions operate under the guise that with the turn of an arbitrary date, new powers enter the world that will change our nature. Humans, however, are not creatures of change.