May 25, 2022
We reveal the secrets to making a “spiffy” first impression (one that isn’t about leopard-print bow-ties, stiletto heels, or gilded business cards), go-to conversation starters, and how to follow up.
May 11, 2022
So you’ve honed your message and identified prospects? Congrats. Keep going with pre-drafted cadences, ready-to-go gifts, and deconflicting strategies.
May 04, 2022
The decisions that lie ahead are a lot more complex than whether to hug, shake hands, or bump elbows.
October 13, 2021
They aren’t eight-legged, fanged, fuzzy, or furry. From constant price negotiations to negative body language, learn what signs you really need to watch out for.
October 06, 2021
That prospect with whom you had such a great first discovery call but hasn’t returned an email or a call since? Not going to close. Sluice your CRM clean.
July 14, 2021
The greatest risk in sales is a lack of information. Starting with your discovery call, learn how to make the right moves.
July 07, 2021
Whether a goalkeeper, a Man in Black, a mathematician, or a salesperson with a Monday-morning call list, strategies of game theory will come in handy.
January 13, 2021
Too many choices, not enough choices–customers are like Goldilocks. They want a set of choices that feels just right.
December 09, 2020
Happy Chrismukkah! A diverse team is essential to mitigating risk. Here’s why.
December 02, 2020
“One, two, a-one, two, three, four…” as Billy Joel says, “You can’t go the distance / With too much resistance.” Let’s talk about how to build trust—and how to keep it.