Apr 25, 2023

Why Competition is Not Your Enemy #474

One big issue I have with the selling profession is the pervasive view that competition is a zero-sum game where there are only winners and losers. These  people believe that for them to succeed, someone else must fail which leads to a fear of being on the losing side. This kind of...

Apr 18, 2023

How To Know When a Buying Sign is Not a Buying Sign #473

I don't know about you but more than once I’ve lied to myself that I was going to close a deal.  I would invent a story that the prospect was showing buying signs like asking good questions, explaining how they could use it in their situation, and sharing they...

Apr 11, 2023

Is AI Ready for Sales and Marketing? With Brian Basilico #472

Today we take a break from the Tao Te Ching to revisit artificial intelligence. We ask the question is AI ready for sales and marketing. Our guest for this episode is Brian Basilico. Brian is an award-winning author of the best selling book “It’s Not...

Apr 4, 2023

The Power of Silence in a Discovery Call #471

Do you know why libraries are always so quiet? It’s because they have a lot of SHHHHelf-awareness. Can the same be said for you? Today we talk about the power of silence. Pause for a second.   Another second.

Did that quiet make you uncomfortable? Did you wonder “is this...