Knowing vs. Doing in Sales: Implementation is Key
Knowing vs. Doing in sales is all about implementation. Implementation connects the knowledge you have to the results that you're going to get. And without that key element being implemented
Category
B2B Sales Success
Ready to Expand Your Market?
A lot of people just think broadly in terms of expanding their market, without asking themselves a really important question, which is why? Why do you need to expand your
What Will Motivate Buyers to Do Business With You?
When you're able to deliver what you say you're going to deliver, that will start to motivate buyers to want to do business with you. And particularly for repeat orders.
Building Trust in Sales is Critical
I mean, you have a podcast called Building Trust in Sales, you say, "yeah, be trustworthy." That's pretty obvious. But it's also necessary. It's necessary to be that, and to
Crafting Your Customer Experience
What do we want the overall customer experience to be like? How do we want this person to be welcomed if they happen to walk into our business? Because we
Why Some Exceptional Performers Can’t Get Enough Customers
Over the years, I have met some exceptional performers who still struggle to get enough customers. It's not a function of who they are as people. It's also not a reflection
Making Sales and Building Brands
Everybody has to make those determinations about their business when making sales and building brands. How am I going to do it? Is it going to be about me? Is
Creating Persuasive Communication
When we think in terms of creating persuasive communication, it's really important to consider the flow. What is the flow of the communication? In what order are you asking these
Turning Leads into Loyal Customers
When I think in terms of turning leads into loyal customers, what is that first contact? And I know we've talked about that in a number of podcasts. And then