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How Brightspeed Increased Sales by 150% through a Human-Centric Approach In today’s competitive marketplace, creating a meaningful...

In the movie The Sixth Sense, the kid sees dead people. I don't, but I do hear bad questions. I can't tell you how many times I work with...

Imagine watching one of your sales presentations, is it chock full of opinions, facts, and numbers? If it is, your customers will get...

Out of 5,000 professionals surveyed recently, 94% said that planning was the most important thing if you wanted to have a productive...

A salesperson wanted to improve their discovery skills and asked me to coach them. To bring me up to speed and show me what was happening...

Discovery can sometimes feel adversarial to a prospect that is not what you want. Sales interactions succeed when prospects feel calm,...

There are many opportunities during sales pitches to get prospects talking. Watch this 3-minute video for advice on how to build more...

We use a lot of automatic language that denigrates what we do and puts salespeople in a one-down subservient position. This 3-minute...

Are you talking too much in sales presentations? Attention spans are down to 8 seconds, but many salespeople are still making long...

Pre-COVID I was 5'11, but in the virtual sales world I am only 3 x 5 How do you get and keep attention prospect attention when you are so...

Lady Randolph Churchill (Winston Churchill's mother) described dining separately with two English Prime Ministers in the late 1800s. ...

When was the last time someone really listened to you? Make sure you are the person that people want to talk to because you are such a...