Pitching has become enormously important. We’re pitching all the time and we tend to rely on the elevator pitch – which is not necessarily wrong, it’s just a little bit...
Sales is an art. There’s no question about it. I think the first thing for someone to learn his craft must know is: what is the essence of...
We like to talk about a number of attributes that factor together statistically to describe the challenger profile. One of the things we’re...
Jeffrey Gitomer explains how you aren't born a salesperson, you have to work at it. Here he offers 3 tips to succeed in sales.
So to build a strong relationship you have to get into something that I call “friend category.” From what I believe and what I’ve experienced and what...
In the first three minutes of a call to optimize trust… turns out there’s a strategy that creates instant influence through instant trustworthiness. It is to...
We’ve moved from a world of buyer beware to a world of seller beware. In the old days sellers had a lot more information than buyers, and that gave sellers an opportunity to...
Explain it with Pictures The best advice I could provide to a sales person struggling to communicate with clients is very simple: use pictures...
What I think is so fascinating about sales is that it’s something that – ultimatel when it's done well, when it’s done right – is something that is fundamentally human...
Let's get passed this idea that the best salespeople are extroverts – strong extroverts –that's fundamentally not true. What the research shows is that the most effective sales people...
Often when people are strategizing about giving a sales presentation, my guess is, what they’re focused on the most is the content...
I think the biggest thing of being a great champion is hitting a high daily standard. “Greatness”, that word’s thrown around all the time...
