A mini lecture on how to be a better listener.

Someone asks, “What do you do?” What do you say?  Most people wing it. That’s a tragedy because a good explanation of what you do

How do you deal with a rude or angry person? Spoiler alert, don’t be rude or angry back.

Charlotte Johnson on how she consistently hits quota.

The reason why selling makes you feel anxious. (And the way out.)

How to leave a LinkedIn voicemail that motivates prospects to respond.

Hear my thought process for writing good cold emails.

Fifteen seconds into a cold call, you hear, ‘Send me an email.” Here’s how to respond.

Why prospects are skeptical of salespeople (and how to make them more comfortable).

When prospects ask what the price is, do you tell them the price? Do you wait? Does it depend? Here’s my take.

How to lower your prospect’s guard on a cold call.

Knowing how to walk way from buying something you want is a good skill to master.

Here’s a mistake I made on a discovery call and what I would do differently if I had a do-over.

How Thabaut uses LinkedIn to get a 38% reply rate.

How to get and keep your prospect’s attention on a cold call.

“Do you know any VPs of Sales that have money I can pitch?” That’s what your customers are subconsciously thinking when you ask for a referral which is why they put their guards up. Here’s a way to ask for a referral that comes from a place of giving rather than getting.

Why your ego can make you angry and pissed off.

Don’t say this in a meetings reminder. Say this instead.

Thoughts on how to make selling less stressful.

How to explain what you do without making someone’s eyes glaze over.