To Sell or to Serve: Can You Do Both?
The sale is won or lost with genuine questions and listening at the opening in needs analysis. Not through telling.
How To Quickly and Effectively Convey Your Value
Your team knows their stuff, but it sounds like a sales pitch. Time to update their elevator speech.
Uncovering the Hidden Barriers to Business Growth
The CLA tool can fix blind spots, avoid stagnation, and boost growth, but it takes vulnerability as a leader. Ryan is a perfect case study.
Empowering Employees: The Surprising Solution to Stagnant Business Growth
After Sam stopped micromanaging, revenues grew 81% and turnover rate fell from 47% to 0.
Is Your Sales Team Falling Victim to the False Consensus Bias?
Your people may overestimate the extent to which others share their beliefs and behaviors, which creates blind spots.
The Power of Value Stacking: Mastering Pricing Conversations to Boost Sales
You can create a transparent, personalized sales experience that sets you apart from the competition.
The Irresistible Power of Belief in Sales: Lessons from Phil Knight
Conviction and confidence in his product drove the former encyclopedia salesman into the stratosphere with Nike.
How To Get To YES Faster Than Ever
Daniel Kahneman introduced the concept of System 1 and 2 thinking. Tiny tweaks can shift buyers to the easier system.
No Such Thing As Neutral: How Every Employee Shapes Your Business Legacy
The adage "a chain is only as strong as its weakest link" resonates with undeniable truth.
Why Do Salespeople Ask Too Little and Talk Too Much
Salespeople should speak for just 30% of the time, yet they can't stop themselves.
People Buy People, Or Do They?
What's more important? Establishing trust & rapport with customers, or the actual quality of your product?
Post-Hire Interviews: The Only Way To Discover Crucial Insights
Employees generally set their priorities based on reactive factors that are hidden from management.
Practicing With A Purpose – Lessons Learned From Top Gun
Sales training often fails to deliver tangible results. The real life Top Gun school shows us what's missing.
Understanding the 4 Customer Languages for Remarkable Sales Results
When you match your customer's social style, you see a surge in sales.
You May Have a Sales Problem If…
When you notice a steady decline in sales, it's too late to respond. The hurricane has already hit your shores.