There are two approaches to cold calling. One is more effective nearly every time. Listen to learn why.

Here’s a communication tip that lowers defensiveness.

In a word of similar products, trust is why prospects choose you. Without trust, there’s not transaction. Here are some thoughts on building trust.

The root cause behind “We have a vendor for that.”

Here’s a sales (and life) superpower. And all it requires of you is this. That you make a small 2mm mindset shift.

Here’s how I close 90% of my opportunities. You can too. But it takes guts.

You write a cold email. Your prospect responds and says, “I’m not interested.” How to you respond?

Hearing “I’m not interested,” far too many times? Listen to this.

An unconventional cold email that blew me away.

Released in 1997 by Baz Luhrmann, the song “Everybody’s Free (To Wear Sunscreen)” inspired numerous parodies Here’s mine.

A prospect says, “You’re too expensive.” What do you say? Why the traditional sales approach doesn’t work and what to do instead.

Why controlling the sale is a net negative every time.

What teaching kindergarten taught me about selling.

Why doing less leads to more.

Most salespeople try to overcome objections with logic and facts. The problem? Whenever prospects feel like they’re being talked into something, they pull away. The way out? You have to unlearn how to “handle” objections.

A classic sales mistake. And what to do instead.

These four words from a guitar teacher will change the way you think about sales.

Feeling anxious? Listen to this.

The four questions prospects secretly ask themselves during the course of a cold call.

Why trust is a competitive advantage.