Bridging the Gap Between Likability and Trust in Sales

Most people want to be liked. More importantly, they see it providing professional benefits. Salespeople are no different. While likability can be a huge plus in sales, it’s not the only reason buyers buy. Today, with tighter budgets and multiple decision makers, there’s much more to it. Buyers buy whether they like the seller or […]

The Top 5 Sales Stereotypes and How to Overcome Them

We’ve all heard of “silver-tongued” sellers with a “gift for gab” or a “knack for persuasion.” Today, most salespeople would bristle at these characterizations. But we continue to see their representation. Even Glengarry Glen Ross, a film popular with sellers, gave rise to “Always be closing.” Catchy, but it solidifies the idea of selfish, disingenuous […]

Sales Essentials for Financial Advisors

Aspiring financial advisers from large investment firms cold message me weekly via LinkedIn. These are financial advisors I’ve never met, but their messages are very similar, all asking for a meeting. Living and breathing sales, I appreciate the concept of prospecting for new business. I also understand unsolicited requests asking for time with busy leaders […]

Maximizing Sales Impact Through Effective Communication

To paraphrase the renowned sales guru Mark Twain, The difference between the right word and almost the right word, is the difference between telling your sales manager that the deal is dead, versus, the deal is no longer viable. Words are the hammers and nails of sales. Sales, like life, are greatly influenced by semantics. […]

Sales Success Through Conflict Resolution

“Are you serious? You are going to raise my price again?” The words can instantly ignite a heated exchange between an account executive and a long-time client if not handled correctly. Conflicts can be one of the most challenging situations in sales. No matter how hard we try, making everyone happy is impossible. That’s why […]

Beyond Words: How Your Voice Can Make or Break Sales Success

Did you know that a staggering 95 percent of salespeople intentionally neglect to enhance their voice? This is a statement emphasized by legendary sales expert Zig Ziglar. This eye-opening observation exposes a hidden opportunity for sales professionals—the transformative power of vocal training. This article explores the seldom discussed yet essential aspects of the salesperson’s voice, […]

Amplify Your Sales Game: Mastering Communication Skills

“Why didn’t you tell me about this sooner?” the prospect says with slight frustration. You’re perplexed knowing you diligently followed up with phone calls, emails, and LinkedIn messages for the past six months to secure this appointment. If you’ve ever experienced this bewildering scenario, you’re not alone. Communication breakdowns can leave sales reps scratching their […]

Selling With Laser Focus

Be cautious of distractions disguised as opportunities. At some point in every sales professional’s career, we have chased an opportunity that turned out to be nothing more than a distraction. In modern selling, the number of daily distractions is limitless. It’s no wonder sales leaders are constantly struggling to get more done. Today there is […]

Sales Lessons From Warren Buffett

Warren Buffett, the legendary investor and CEO of Berkshire Hathaway, is widely regarded as one of the most successful businesspeople of our time. While he may not be directly involved in B2B sales operations, there are valuable lessons that B2B sales representatives can learn from his approach to investing and his overall business philosophy. In […]