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People are less interested in what you do and more interested in how they get to use it. So focus on how your prospect would actually use your service after they purchase as part of your pitch. 

We all know that leads go stale and leads have shelf life, but different types of leads have different expiration dates.

Sometimes we deal with people in the sales process that have the power to say no and not really the power to say yes. And when we encourage those people to engage with us, we want to use things like choice closes.

How to Sell an Expensive Product: 5 Ways to Win Against Lower-Priced Competitors Selling an expensive product requires you to establish why the buyer prefers your solution, understand the competing offers, and connect your higher price to differences the buyer actually values. You also need to know whether the buyer is ready to make a ...

Should I Leave Voicemails in Sales? DEFINITELY! I learned something about that as a buyer.  I was looking for a service that could take some IT administrative work off my plate, so I emailed a prospective company with a few questions.  A sales rep, whom I’ll call Darren, responded by calling me.  I missed the ...

We talk a lot about org charts and their ability to help us navigate and steer through complicated organizations and complicated deals, but there's a hidden advantage in closing for an org chart: not everybody has one. 

It can be hard for us in sales to be looked at as trusted advisors, particularly when we're so chatty and so quick to engage our prospect at every moment of the conversation.

Nothing shows credibility more than actually being the customer of your own product.

Shhhhh… 5 Secret Lead Sources for Your Q4 Sales Pipeline Five overlooked places to find B2B sales leads are the organization behind an inbound inquiry, publicly available presentations, recent LinkedIn activity, executive interviews, and the replacement left behind when a customer changes jobs. Each can reveal a relevant person to contact and a specific reason ...