April 28, 2021
During the pandemic, the adoption of digital technology sped up. There’s no turning back, so what does this mean for your company?
April 14, 2021
Patience is a virtue. Mostly. Except when need to borrow our strategies and speed things up.
April 07, 2021
You can’t get your deal across the finish line without understanding every aspect of their timeline.
March 31, 2021
Once we understand how deeply opinions can be tied to identity, it’s no wonder most of us don’t react well when presented with a different point of view. Act like an expert negotiator, and help people detach their present from their past.
February 03, 2021
As Yogi Berra knew, there are a lot of different ways to talk about resources–and timing is everything.
January 13, 2021
Too many choices, not enough choices–customers are like Goldilocks. They want a set of choices that feels just right.
January 06, 2021
No one needs to walk into a bar, or rub on a magic lamp. A good sales story needs to be MORE—memorable, organized, relatable, and educational.
November 25, 2020
You can’t roll past your prospect’s concerns. Stop, listen, and make them your secret weapon.
November 11, 2020
When a sales conversation looms like a deep dark forest, remember that you can make your way one (question) tree at a time.
November 04, 2020
X marks the spot. Getting to “X” requires a whole other set of letters.