Making the Kool-Aid

My friend Patrich Dichter at RevLocal wrote a guest post for our Sales4Startups team and I wanted to link to it here. It’s great perspective for everyone out there managing a team and building esprit de corps. via Sales4Startups Three years ago I was sitting at the kitchen counter in Read more…

13 Things The Mentally Strong Avoid

I found this article on Forbes today by Cheryl Snapp Connor. It was so good I decided to share it in its entirety. You can see the original here. For all the time executives spend concerned about physical strength and health, when it comes down to it, mental strength can Read more…

The Rule Most Salespeople Break

I spotted an article by Grant Cardone on Entrepreneur.com today and thought I’d pass it along in its entirety. Everyone in sales should read it and put it to use immediately. Have you ever been in a situation where you are the buyer and the sales experience is uneasy, maybe Read more…

How To Do An Elevator Pitch

If you’ve ever been given 30 seconds to answer the questions “What do you do?” you already understand the importance of having a quick, concise and memorable intro. I’ll give you mine and then break the components down so you can see the theory behind the verbiage: “What I do Read more…

Don’t Answer an Unasked Question

Have you ever brought up a point, a feature or a benefit about your product or service that actually ended the sale? If you have, you were providing answers to questions that probably would not even come up in the selling process. Product knowledge is essential – when you’re in Read more…

People Buy the WHY

People don’t buy what you do, they buy why you do it! I’m a big believer in knowing why you’re in business and then building your identity around the answer to that QUESTion. Simon Sinek spoke at TED about this very idea and how it is realized in action by Read more…