Inside Selling

“If we find a need, we’ll let you know.” 08.09.2023 ↓

Prospect says, “If we find a need, we’ll let you know.” Here’s the root cause and how to prevent it.

Life Lesson 04.09.2023 ↓

You can reinvent yourself.

I’m Not Interested Isn’t an Objection 02.09.2023 ↓

Why “I’m not interested” isn’t an objection.

I Despise This Word 31.08.2023 ↓

This word should be banned.

The Best Cold Call Opener 30.08.2023 ↓

Should you ask for permission or not?

Are You Overcomplicating the Cold Call? 29.08.2023 ↓

Stop doing research. Start doing this.

Stop Competing on Price 24.08.2023 ↓

Losing to lower-priced competitors? Listen to this.

The Best Way to Persuade 23.08.2023 ↓

Going from “You’re not the cheapest” to “I want to work with you.”

“We’re Doing This Internally” 21.08.2023 ↓

Prospect says, “We’re going to do this internally.” What do you say?

Let You Prospect Solve the Problem 21.08.2023 ↓

Don’t solve problems. Let your prospects solve them.

Do You Have an Attached Selling Style? 20.08.2023 ↓

Thought on attachment when selling.

Eliminating “We Have a Vendor for That” 20.08.2023 ↓

How to eliminate “We have a vendor for that” when cold calling.

Now That’s How You Up Sell 16.08.2023 ↓

A sales ninja up-sold me. So smooth.

Selling Buckets to People Who Have Buckets 16.08.2023 ↓

No matter what you sell, people are getting the job done when you reach out. Here’s how to get and keep their attention.

No Truth, No Transaction 15.08.2023 ↓

Thoughts on concerns everyone is aware of but deliberately avoids discussing or acknowledging.

Asking For Referrals Without It Feeling Awkward 11.08.2023 ↓

How to ask for referrals without it feeling awkward.

Be the Pistachio Scoop 06.08.2023 ↓

Be the pistachio scoop in the sea of vanilla outreach.

Let Reality Be Reality 06.08.2023 ↓

Thoughts on getting ghosted.

Reducing No-Shows 06.08.2023 ↓

Thoughts on reducing no-shows.

A Killer Sales Question 22.04.2023 ↓

With one elegant question Kyle sold my a new watch.

Darkness Descends 17.04.2023 ↓

What a home renovation project is teaching me about having a better life.

Thinking Like a Scientist 15.04.2023 ↓

I was recently asked, “What would you do if you were a new SDR expected to cold call and didn’t have much training?” Here are my thoughts.

The Root of Feeling Disturbed 11.04.2023 ↓

When you’re feeling disturbed, remind yourself of the nature of the thing that’s doing the disturbing.

Unlearn Cold Calling 10.04.2023 ↓

Why traditional cold calling creates resistance and the debilitating feeling of rejection. Plus the way out.

A Cold Call Opening Line That Made Me Lean Forward 09.04.2023 ↓

A new cold call opening line lowered my guard.