Jeff Koser, CEO of Zebrafi and co-author of Selling to Zebras, joined me to reframe the sales cycle as a buyers journey. Find your zebra, quantify the value, and keep the conversation alive after the close.
Your probability of selling something new to an existing customer sits between 60 and 70 percent. Here is why most organizations miss this motion.
Wonder View founder Jared Merves walked me through what branded content really is, how it differs from native and content marketing, and why the margin math makes it a real growth play for agencies.
A Master Sales Series breakdown of the ten prospecting methods I actually use and teach. Virtual face to face, email, content, referrals, cold calling, and the five others that complete the set.
Stephen Defina, VP of Revenue at Clearbanc, joined me to talk about sales mentorship, why humility separates great leaders, and the acronym MANS that keeps long enterprise deals honest.
Phil M. Jones joined me to talk about Exactly What to Say, why the finish line is not when you swipe the card, and how the work before the work separates great sellers from the rest.
I joined Kevin Dorsey on Live Better Sell Better to unpack what scaling a sales team actually means, why a guild beats a department, and the testing pod that every growing revenue org should build.
Colleen Stanley of SalesLeadership joined me to reframe emotional intelligence as a coachable set of behaviors. Vetting for learning aptitude, coaching versus selling, and why we lie to ourselves.
Brock Andony walked me through the Lead Generation Guide launch at Vendasta. Launch sequencing, pillar content, and the alignment between sales and marketing that turns content into pipeline.
Nina Blankenship spent six years at LinkedIn in Singapore, won three global awards, and now helps professionals build their brand through Let’s Brainstorm. Here is the playbook she shared with me.