Before You Fire Anyone Use This Framework First
Do 3 things before making a judgment, whether it's the system, the process, or the person: Ask, Teach, and Own.
Should You Buy More HVAC Leads? Not Before You Find The Revenue Leak
If the problem is booking, dispatch, close rate, or job value, more leads may only make the leak bigger.
Stop Talking About Yourself: You’re Killing Your Sales
Rejection primarily comes down to one reason: you didn't understand their situation.
Training is a Waste of Time and Money
Money's spent, enthusiasm spikes, but old habits return quickly without proper installation.
They keep telling me our price is too high but I don’t believe them
When price is blamed, it usually means value was explained but not experienced.
Your Accidental Sales Process is a Disaster Waiting to Happen
With real process, winning stops feeling like luck and losing stops feeling like doom.
The Truth About Raising Prices
Sometimes the market knows your worth before you do. But push prices too far and people stop believing you’re fair.
Discounts, Data, and Delusion: Rethinking Valpak
Is Valpak effective marketing or just organized junk mail?
The 7 Truths of Sales Activation – Calls to Action That Work
Customers are jaded, experienced, and hard to fool. So don't try.
Why Company Culture Is Your Most Powerful Marketing Asset
What do employees believe in their heart about the company? That's your culture.
Transform Your Sales Team’s Performance
Everybody wants to get recognized. But your approach can't be one size fits all.
Managing High-Performing Sales Teams: The Right Approach
Could giving them feedback put them off or be seen as micromanaging?
Will AI Take Your Sales Job?
75% of Walmart vendors prefer to deal with the bot. And it gets better deals for Walmart.
Breaking Through Career Barriers: A Saleswoman’s Story
I had no education. But I believed if you sense it, if you smell it, you can do it.
Steve Jobs Presentation Techniques That Still Work Today
Three things separate Steve's presentations from the ones we immediately forget about.