Niche Wins

Niche wins. Being all things to all people is being nothing to no one. Owning a niche helps you draw lines for yourself. Provides you the ability to say no. …

Selling with Love

WTF is Selling with Love? It’s a commitment to your craft. Caring about the people you work with Caring about the people you sell to Caring about your product, service, …

Orchestrating Sales Plays

Selling isn’t what you say, but what you do. Sellers often get in the trap of thinking you always have to say the right thing, have the answer or have …

Lead with the Terms of the Deal

Start with the terms of the deal. We are all conditioned to go through a big pitch ending in a big pricing reveal. The thought process is we build so …

Personality Matters in Sales

Have a personality. As sellers we are kicking off a new year. Regardless of 2021 ended, it’s time to do it all over again. This is the time of year …

People are the Experience

People are the experience. Last week I celebrated my 15th wedding anniversary with my wife at the Conrad Punta Mita in Mexico. The resort, the property, the rooms, the ocean …

Serving two masters in Sales

In sales we serve 2 masters… The organization we work for and the prospect or customer. Both have expectations of us, both expect us to produce a result for them. …