How Much Is That Doggy In The Window?

SAMUEL SAYS: THE SOLUTION HAS TO EARN ITS VALUE   For some reason, handling pricing objections is one of the most dreaded aspects of a career in sales. But those who dread quoting a price, and steel themselves for haggling, haven’t done their work in advance. It can be a very smooth and intuitive process,... Read More

Stop Playing Fetch

SAMUEL SAYS: THE CLIENT NEEDS TO BE INVESTED IN THE SALES PROCESS Weekends at the vineyard were Samuel’s favorite. They gave him the chance to hit up hundreds of different people for a game of fetch. As soon as they got out of their car in the parking lot, he would drop his ball at... Read More

Work Like A Dog – Plan to Succeed

SAMUEL SAYS: PLANNING AND DISCIPLINE ARE KEY TO SALES SUCCESS. You’ve heard it a thousand times: Fail to plan, or plan to fail. There’s a reason that adages like this become common – they’re true. I know that as successful sales people, we are the best and brightest, but even seasoned pros need to be... Read More

Roam in Packs – Allied Partners and Your Clients

  SAMUEL SAYS: COMMUNITY MARKETING IS MORE POWERFUL THAN CONTENT MARKETING. Gone are the days when content marketing emails are successful. No matter how creative you are, or how intricate your mass mail program is, your clients will know that the email casually addressed to them “Hey Steve, I saw this and thought of you…”... Read More

Three Effective Ways to Use Chatbots

Chatbots – you may have heard about them, you may even have spoken to one of them. But, what are they and why should you care? In short, chatbots are a relatively new development in the world of marketing automation. They offer massive potential to businesses in terms of operational efficiency, time-to-task activity and overall... Read More

Accelerate! Podcast Appearance

Over the last decade, buyers have turned to the internet instead of salespeople for information. Instead of indicating that sales teams will become obsolete, it just means that we need to evolve to meet this new breed of buyer. Recently with Andy Paul on the Accelerate! podcast, I had the chance to address some of... Read More

Going to the Vet – Digging for Evidence that Your Solution Fits Your Client

SAMUEL SAYS: DIAGNOSIS SHOULD ALWAYS PROCEED PROGNOSIS By jumping straight into a solution or “prognosis” during a sales appointment, there’s a high likelihood you’ll blow the opportunity and lose the sale. A good salesperson will tell you that the majority of your time during a client meeting should be spent in uncovering your client’s needs... Read More