4 Winning Questions & Keith Ferrazzi

This blog post is about three things: The four best winning questions My webinar with Keith Ferrazzi Trigger Buzz#9: Tonight @ 6:00PM PST – Closing 4 Winning Questions In my last blog post I introduced what I thought was the […]

Top Sales Book of 2010 & Dreamforce

Top Sales Book of 2010 UPDATE: December 16, 2010 – SHiFT! Wins the Bronze Medal behind industry heavyweights Art Sobczak – Art discusses my Trigger Event Selling™ expertise and the Won Sales Analysis™ worksheet starting on page 40 of his book Smart […]

#7 Way to Sell More Using Social Media

The single most important factor to consider in using social media to sell more is to make sure your social media efforts are reaching your primary target market. I say this because even the wrong activities focused on the right […]

The #5 Mistake Sales People Make

The #5 mistake I see sales people and entrepreneurs make is either not analyzing their sales or doing a ‘Lost Sales Analysis’ INSTEAD OF conducting a ‘Won Sales Analysis’. Here is something I find interesting. If you use Google to […]

How to Find the ‘Trigger Events’ For What You Sell

In previous posts – Back on Track … Finally! & What’s The Big Deal About Trigger Events – I described how to increase close ratios, shorten sales cycles, and increase margins by getting to buyers when they are in the […]