Three Lessons for Salespeople Who Don’t Want to Be Replaced By AI
Warren Buffett needs no introduction. Affectionately known as The Oracle of Omaha, he has put a noticeable spotlight on the world of investing.
A Three-Pronged Approach To Crush Sales Competition
In the world of sales, competition provides one of the single biggest obstacles to success. For example, a survey conducted by McKinsey & Company found that 85 ...
3 Ways Increasing Yield Per Rep Is Like The Olympic 100 Meter Dash
I was recently on a conference call with Sauro Lamberti, Managing Director of Nuovamacut in Italy. We were talking about the digital transformation that ...
Cold Calling Advocates: Sincere, But Sincerely Wrong
Quick, tell me what’s wrong with this strategy: let’s cut down a rainforest to print a book.
How to Run an Impressive First Meeting: A Guide for B2B Salespeople
Source: AP These past couple of months I’ve had several people shadow my meetings for learning purposes. So, I’ve found myself reviewing these meetings while ...
Why Your Buyers Never Email You Back
It’s shocking to me how many terrible emails I still receive from sales professionals. Literally every day I receive at least 1-2 emails from sales reps ...
The Personal Branding Strategy That Got Me On Par With Top Sales Leaders
When I think back to my early days in sales, I owned a consulting firm, and I desperately needed to build a personal brand.
How Prospect Theory Can Transform Your Executive Conversations
All of you road warriors have lived through this. I was in the airport terminal last week getting ready to board my flight home, when an announcement came from ...
Lazy Salespeople, It's Time To "Promance"
Prospects. We all have them. Romance. We all want it.
Relationship Selling Is Not Dead: Scale Intimacy, Sell More
A few years back, Matt Dixon and Brent Adamson published a blog post on HBR called Selling Is Not About Relationships. The post, which challenged the idea that ...