What’s the Best Day of The Month to Buy a Saas Solution and Why?

If you’ve read any of my other posts, you know that I’m all about harsh truths. My experience in the sales industry has taught me that when someone or something is underperforming, excuses get tossed around like confetti in a hurricane. Sales trainers blame inside sales teams, inside sales teams blame sales trainers for poor sales training and negotiation training, sales execs blame sales trainers who blame inside sales teams who blame sales execs. And of course, everyone tries to blame marketing. And on and on and on. […]

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How Confirming The Physical Commitment Helps You Close Deals

Movies are often wildly unrealistic, but there is one cinematic gaff that sticks in my craw more than all the others combined. Two people meet cute, perhaps at a bar, or an ice rink, or whatever the kids are doing these days. And they talk. They flirt. They laugh. And then one of them asks the other out. […]

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What Makes a Good Sales Kickoff?

It’s that time of year. That time when everything you’ve been planning for either happens or it doesn’t. And on top of that, it’s time to start planning for next year, which for many businesses means planning a sales kickoff event (SKO).   […]

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Get Ready to Crush Q4 on November 15

I will be presenting my own session on November 15th, 2016 at the Crush Q4 Sales Event.  I’ll share my tips for closing more revenue in Q4 with NEAT SellingTM. In this session you will walk away with specific strategies for navigating the sale as well as tactical strategize to implement immediately in every sales conversation you have in the future. […]

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