Last summer I received a text from a friend cursing my basketball team in the upcoming season. We had just lost a star player and my friend was dancing in the streets. (He cheers for the rival team.) I took it in stride and fired back a zinger about how his team hadn’t won a… Read More
Which Clients Make Good Case Studies?
Which clients make the most compelling stories for your case studies? https://s3.amazonaws.com/TopSales/sales-library/2014/may-27/Which+clients+VST11.mp4
Why Micromanaging Is Good
There’s no mistake in that headline: micromanaging is good. Really, good. In fact, it’s essential to success in sales. To understand why, let’s start with a story. A client of mine had a VP of Sales whose team was struggling to meet their sales targets. Quarter after quarter, they kept falling further behind. When the… Read More
Your Secret Sales Force
“Buyers believe buyers first, the seller second and the business third.” This is a direct quote from a technology entrepreneur I coach and he is right. Testimonials have amazing persuasive powers. They touch on both the facts and emotions that drive people to make decisions. They reaffirm that your claims are credible and that your… Read More