Stop calling it a sales playbook. It’s a sales cookbook!

Sports analogies are to sales as urinal troughs are to baseball. They go hand in hand, glove on hand because a baseball game is straightforward. A basketball game is simple. Team A competes against team B. Whoever scores the most points wins. Is it a sales playbook or a cookbook? We compare inside sales to sports because we want sales to be as straightforward as a sports game, with a defined “winner and loser.” It’s easier for us to think of selling as a game, and selling strategies as plays in a playbook. But inside sales isn’t a sport, and treating it as such won’t get you very far in today’s sales climate, because [...]

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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