Small Talk: the Good, the Bad and the Ugly

Small Talk: the Good, the Bad and the Ugly Aside from being a crowd-pleaser, Sergio Leone’s classic also holds a good few lessons for sales reps. None more so than Clint Eastwood’s iconic quote:...

3 Steps to Revive a Distracted Prospect

3 Steps to Revive a Distracted Prospect Before getting a prospect to pay, first you need to get them to pay attention. However, some calls can feel less like a conversation and more like...

2 Clear Commits You Need Before Hanging Up

2 Clear Commits You Need Before Hanging Up You’ve just hung up, the call went well, and the prospect is hot. What could possibly be wrong? You forgot to set up 2 crucial parts...

Story Selling: 3 Frameworks to Build a Compelling Story

Story Selling: 3 Frameworks to Build a Compelling Story The myth of “build it and they will come” – and its corollary “best product wins” – are dying. The reason? The moat that is...