Videos

Ever been confronted with an inconsistent or confusing prospect, but not sure how to react ... Keenan has 4 favorite words to help you get into the tough conversation that is needed.
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Have you ever felt uncomfortable asking your prospect a deeper question? But wish you had? In Let's Get Real or Let's Not Play, Mahan Khasla and Randy Illig address this issue

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April 15, 2020

Be fearless

Sales is often won by those that do the things that others don't.

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Feel like your sales opporutnities stall too easily? Next steps don't happen? Anthony Iannarino writes about this in his book "The Lost Art of Closing"

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Are you spending enough time on prospecting? Probably not according to Mike Weinberg in Sales Truth
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If you want to transform your life, don't try and transform your life! Sound a little strange? Well that's the advice of James Clear in his awesome book "Atomic Habits"
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Do you want to ensure you are compelling, valuable and trusted by the decision-makers in your accounts? If so, ask implication questions according to Neil Rackham in Spin Selling

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How do you respond when your back is against the wall? Tips for what can you do...

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April 15, 2020

Ready for excess?

Are you ready for the excesses to come!

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Ever felt that someone is not being up front with you, but you are not sure? Joe Navarro gives us a tip on reading some non-verbal signs

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Start thinking like a customer - it's so obvious, but few of us do it well ... So says Anthony Iannarino in The Lost Art of Closing

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April 15, 2020

What makes a great story

Feel like your sales stories are a little boring? Not hitting the mark? Mike Weinberg shows us a quick story framework in his book Sales Truth

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April 15, 2020

THIS leads to desperation

Feeling a little desperate at the end of the month or quarter? Jeb Blount tells us why in his book Fanatical Prospecting

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April 15, 2020

What makes a great story

Feel like your sales stories are a little boring? Not hitting the mark? Mike Weinberg shows us a quick story framework in his book Sales Truth

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April 15, 2020

Brass tacks bargaining

Sometimes you have to bargain with purchasing to get what you want... but what is the best way to do that? Chris Voss provides a very effective system in Never Split the Difference.

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April 15, 2020

How to respond to "no"

Ever hear a "no" from a prospect and wish you had a better way to continue the conversation? Chris Voss gives us some ideas in Never Split the Difference

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You know you need to push back during a negotiation but sometimes feel like you don't do it very effectively? Chris Voss has a very effective way in Never Split the Difference

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38% of what you communicate is down to your tone of voice ... but how do you use that in b2b sales negotiations? Chris Voss gives us an idea in Never Split the Difference

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April 14, 2020

B2B sales is tough

Need a pick me up? A smack across the face of positivity and motivation? You are going to love the first paragraph Keenan wrote in his book "Gap Selling" to help with your B2B sales.

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Sales leaders... be honest does the idea of being more effective and do less work sound appealing? Of course it does ... well Michael Bungay Stanier in his book the coaching habit has the question that does both.

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If you are looking for ways to improve your sales negotiating game, stay tuned for a tip from ex-FBI hostage negotiator Chris Voss from his book Never Split the Difference

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Compare your approach and mindset towards prospecting to that of great sales people, from the view point of Jeb Blount in his book "Fanatical Prospecting"

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