The Blog

My 12 Best Sales Tactics

Whenever I work with companies on how to be first-in, on the most profitable opportunities, they inevitably ask me “What are the best tactics to make that happen?” Over the last 10 years, I’ve created 12 highly effective tactics. I normally reserve these tactics for my keynote speeches and sales training customers but over the Read More


The 3 Best Times to Re-Engage A Lead

This is #11 in a series of blog posts on my 15 most effective sales tactics. If you’re not interested in the two biggest mistakes companies make with inbound leads then skip to the next part of this blog post on the three best times to re-engage and inbound lead. The Biggest Inbound Lead Mistake The Read More


The 3 Best Questions To Ask Inbound Leads

This is number 10 in a series of blog posts on my 15 most effective sales tactics. In my last blog post, I promised to reveal the three best questions to ask an inbound lead. Ask the wrong questions and you’ll either miss hot prospects or spend a ton of effort on those who don’t’ buy Read More


4 Ways To Prevent Stalled Deals

This is the ninth in a series of blog posts on my 15 most effective sales tactics. In my last blog post, I promised to reveal how you can stop decision-makers from sharing your ideas with their current provider. This strategy is also one of the four ways to prevent stalled deals. I define a stalled Read More


How to Win A Sale in Seven Seconds

This is number eight in a series of blog posts on my 15 most effective sales tactics. In my last blog post, I promised to reveal how you can avoid the #1 mistake salespeople make. When you avoid this mistake, you can win a sale in as little as seven seconds. Now, before you blow me Read More


How to Overcome the #1 Sales Objection

This is the seventh in a series of blog posts on my 15 most effective sales tactics. Breaking into new accounts can be hard, but it’s a lot easier when you know how to overcome the #1 sales objection. Some people believe that the #1 sales objection is price but I completely disagree. Let me tell Read More


Get 5X More Business From Rererrals

This is the sixth in a series of blog posts on my 15 most effective sales tactics. It amazes me that a large percentage of sales professionals don’t ask for referrals because they worry their new customers will say no. Below is a simple way to get over that fear and get five times more business Read More


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