August 23, 2023
Don’t let us down with a tall tale (or worse, a boring one).
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.
November 16, 2022
“Buy the __ (insert: socks, salad dressing, eyeglasses) and no one gets hurt.” Okay, that’s not mission selling, that’s hostage-taking. Let’s find a better way.
October 27, 2021
We asked for your scariest, most cringe-worthy sales moments, and you did not disappoint.
June 09, 2021
No matter how wonderful the features are of the product you’re selling, don’t forget that you’re selling to a creature swayed by color, mood, and the size of the greeter at the front of a store.
March 10, 2021
This month’s latest is all about impact (the “I” in our DRIVE information-gathering framework).
March 03, 2021
A matter of skill, not luck: getting names and specific details can be the difference between a testimonial that’s a strike, and one that’s a 7-10 split.
February 10, 2021
Following the 40/20 rule may be good for you, but that doesn’t mean a healthy diet all the time. We show you how to splurge on the sweet stuff.
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