The Bad and Great of Customer Experience

Customer experience is important for retaining clients. When something goes wrong, it actually opens an opportunity to deliver a great experience for the customer. The recovery you have can better the experience the customer has when working with you.  We can all learn something when things don’t go right, we have a choice to recover…

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How to Avoid The Status Quo Using The Jolt Effect with Matt Dixon

Are you losing deals to no decision? In recent research, it is found that 40% to 60% of deals for the average salesperson are lost to no decision and the client sticking with the status quo. In 2020 after going 100% virtual overnight, sales calls went from in person to Zoom. Matt Dixon, while working…

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The Right & Wrong Way To Get B2B Referrals

Are you looking for a referral to help your business or to help potential clients? The recipient of a referral should never feel like the client has done you a favor. Instead, your potential client should feel that they are getting the favor. But how do you do this?  In this week’s episode, I share…

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Why Do B2B Proposals Exist?

Proposals are an old school way of thinking. Now hear me out, if you could bypass the proposal stage and go right to an agreement, would you do it? In this week’s episode, I share with you how you can let go of the need to always send a proposal and start working towards a…

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Which RFPs Are Worth A Proposal

You receive an RFP, how can you tell whether it is an actual potential lead or a waste of resources? Most procurement people know exactly who their preferred vendor is before sending an RFP. So how can you set yourself apart and not end up just being a column fodder for comparison? In this week’s…

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Avoid The Trap of Talking About Your Products or Services

Have you explained your products or services after a client asks without first asking about their situation? If so, you have probably fallen into a common sales trap. Without finding out the potential client’s problem, their urgency or how you can solve it, you are setting yourself up for the dreaded silent follow up. In…

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Stop Ruining LinkedIn By Doing This

Are you doing your research before reaching out to potential connections on LinkedIn or are you making the common mistake of sending mass messages? When reaching out to potential clients, you want to make sure you are not only making a genuine connection but have also properly done the research just as you would before…

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The Hidden Trap of Slam Dunk Sales Opportunities

Have you ever had a potential client come to you and say, “we spoke before about what your company does, we are ready to buy, just send us a quote and we will get right back to you because we are excited to start”? Afterward, you hang up the phone pumped thinking you just scored…

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Biggest Mistake in Sales Training

If you invest in a program and don’t see results, you are hurting your sales organization because they begin to think that the trainings are a waste of time. When you invest in a program, there are key factors you want to consider beforehand. In this week’s episode, I dive into how you can understand…

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Same Side Selling Success Stories

Welcome to the 300th episode! I am thrilled on this episode to share with you some of the many success stories from the Same Side Selling Academy. I am not sharing with you the wins we have on our end but the wins our client’s have had throughout their time learning and implementing the Same…

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