What’s the most powerful form of persuasion? Let’s say you want to hire someone to build a shed. You know the shed you want –…
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Let's see . . . Do you avoid looking down at your iPhone? Or your Apple watch when it buzzes? Do you turn off what you want to say next...
Continue ReadingYou don’t sell a product. You don’t sell a service. You’re not selling a solution. Or an app. Or a SaaS subscription. Here’s the only…
Watch this: https://vimeo.com/109175567 Yes, they are selling a knife. But what they're really selling is an identify. If you're a Gerber knife person, you're somebody who loves adventure. Who gets...
Continue ReadingI posted on LinkedIn. The post prompted someone in my network to send me a message. He told me about a rep that was crushing it. I asked for an...
Continue ReadingHat tip to Rudy Mancuso for the inspiration. And to Liston Witherill for the music. https://youtu.be/LGU_6wWthOo
Continue ReadingEvery day I'm blown away by all the incredible writing in this world. Stranger Things on Netflix, Mo Gawdat's book Solve for Happy, this promotional video from Guy Bauer. Seems...
Continue ReadingYou've been there. You spent a bunch of time with your prospect - discovery calls, demos, sending info, writing the perfect email, etc. Maybe you even sent a proposal. Your...
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Here’s a chat with Jeff Molander, a sales trainer who helps salespeople generate more appointments by sparking conversations using cold email. He’s the author of Spark…