Sales

I am not the best in the world at prospecting. That is a dignified way to say I suck at it. In fact, I detest that word. And because I have a long-term perspective to build things, my focus has always...

When your team is trying to close deals of a certain size with high-level clients, being a great salesperson may not be enough. Selling will only take your team so far. They’ll need to become consulta...

We love to make things complicated. It likely has to do with this psychological principle called “Labor Perception Bias.” Deep down we subconsciously associate value with the length of time it takes t...

Selling is not simply promoting a product and hoping people buy it. Sales requires understanding the conversations your customers are having in their heads — and meeting them where they are. To stay i...

“People love to buy, but hate to be sold to.” It sounds nice, but that doesn’t really solve our dilemma as salespeople because, obviously, it’s our job to sell to people. So, this leaves a pretty big ...