We’ve understood for a long time that the distinction between sales and marketing has become indistinguishable – and recently Sarah Archer got me to discuss why I think that is and how my consultancy and training division helps companies overcome that hurdle. We tackle topics like The history of the Mongrel Method and why... Read More
The best salespeople are storytellers. Seriously. Storytelling is an integral part of what sets apart stellar salespeople from the order takers. To truly connect with your clients, you need to make them the HERO of the story, and I recently had the opportunity to share my thoughts about it on the Sales Training and Coaching Podcast with... Read More
SAMUEL SAYS: BE CLEAR ON WHO IS AT THE TABLE AND WHY Project management and procurement teams have evolved and completely changed the way purchasing decisions are made. The old-school approach of going straight to the top decision maker or check-signer is obsolete. Today’s salespeople understand that while there may be one person who leads... Read More
Not long ago, I had the pleasure of appearing on The Sales Evangelist with Donald C. Kelly. Read on for a summary of our chat, or click here to have a listen. Artificial Intelligence (AI) can be a major help in drumming up your sales leads. There is two major technologies you’ll want to explore: Chatbots... Read More
In case you haven’t heard, I wrote a book! The Mongrel Method sums up my knowledge of sales and marketing techniques in our new tech-addicted society. Elsewhere on the website (like here) you can get the first chapter free. But it you want to hear more about the book and why I thought it was... Read More
A couple months ago I was a guest on the 2Questions Youtube channel. The host, Susan Baroncini-Moe makes the video interview fun by asking only two questions to learn as much as possible about her Guests and their expertise. Click here to listen to the episode! Here’s the 2 Questions Susan asked me in the... Read More
Getting a salesperson to hand a client over after they’ve interacted is quite likely the most difficult thing a DoS will ever do, but it may be the most impactful thing for the team. Think about it. Once a sales person interacts with a client, they “own” them, right? From the first needs assessment, the... Read More
