The world doesn’t owe you iTunes

A few weeks ago I overhead a customer losing her sh*t at the Genius Bar because she couldn’t sync her iPhone to iTunes. The customer service representative probed politely to understand her issue before offering up a solution. The solution required a factory reset which spun the customer into a tizzy because she’d have to download her running playlist from …

Humanizing Cold Outreach With Sara Colombo

I recently spoke with Sara Colombo the Director of Business Development for Jellyvision, about her outreach approach. (A whopping 90% of Jellyvision’s meetings are set using outbound tactics.) Sara shares plenty of actionable tactics in this interview including: How to put yourself in the shoes of your prospects. Getting into the right state of mind. The importance of sounding like a …

Don’t Take the Shot, Coach the Player

If you’re a sales leader you’ve been there. A salesperson approaches you and says: “Bob, we need to chat.  Remember that deal with ACME that I said was going to close this quarter?  Well now the customer is asking for an additional 10% off.  What should I do?” Your gut instinct might be to take the shot (save the day) …

Here’s a cold call I received and a suggestion on how to improve it

I was in the market for a tool that would help increase call volume and turn more conversations with prospects into meetings. A quick Google search led me to a vendor who had lots of content aimed at making me smarter about my problem and the options for solving it. So I submitted my contact details in exchange for an e-book. 20 minutes later …

How Jessica Watts, Jellyvision’s VP of Sales Attracts and Retains Top Performing BDRs

I recently spoke with Jessica Watts, the VP of Sales for Jellyvision, about how she attracts and retains top performing BDRs. Jessica shares plenty of actionable tactics in this interview including: A non-traditional hiring technique to identify best fit candidates The one critical skill that predicts BDR success (and how to test for it) How to build teams that keep Millennials happy …

What Posting a Job on Thumbtack Taught Me About Value Based Pricing

I wanted to record my live sales workshop so I posted a project on Thumbtack. Within a few hours I received 8 bids. Some were low, others high. But most came in at $500. Here’s what most of the bids looked like: I was curious to know why most of the bids were the same. The only question providers asked …

Liston Witherill Sent the Best “Thank You” I’ve Ever Received

Circumstances that warrant saying “thank you” happen all the time. But all too often we just phone the thank you in without giving it much thought. Saying “thank you” becomes just another thing to check off your to-do list. For example here’s a “phoned in thank you” email I sent after being a guest on a podcast: “Thank you for …

How Basecamp’s DHH Got to Be Great at What He Does

I recently spoke with David Heinemeier Hansson who’s best known as the creator of Ruby on Rails and the Founder and CTO of Basecamp.  He also wrote two best selling books, Rework and Remote.  In addition to lighting it up in the business world he’s also a Le Mans & WEC class-winning racing driver. In this interview David shares six tips that helped him become great …

How Liz Taught Me About A Problem I Didn’t Know I Had

I went into Fit2Run to buy $5 sports nutrition but left with a $150 pair of sneakers. Now here’s the thing, I didn’t have a problem with my “old” sneakers. No blisters. No aches. No pains in my feet. Nothing. I was happy. But with one question, Liz, the store associate, set off a chain of events that led to …

What my socks taught me about selling

About five years ago, I developed an obsession with wearing colorful socks. Nice, aren’t they? See how the alternating blue stripes go with the blue suede of my shoes? Now, look at the orange in the…never mind. I get carried away, sometimes. Not long after I started wearing colorful socks, they became kind of a trademark — something people noticed and remembered …