Resources

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Same Side Selling book

Are you tired of playing games with your customers?
The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale?

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Same Side Quadrant Journal

Same Side Quadrant journal

Are you going on business dates or doing business?

Too many people think the purpose of a meeting is to make or at least advance the sale. In reality, your goal is to determine if there’s a fit!

The Same Side Selling Quadrant Journal helps you maintain focus on gathering the right pieces of information during a business meeting to determine if an opportunity is real or not real.

Podcast

Why Product Demos Are A Trap For Sellers

June 15, 2022

Scheduling a demo shouldn’t be your goal, piquing the interest of executives with the problems you solve should be your biggest priority. To successfully generate sales after demos, you want to focus on piquing interest, determine if you are a good fit and deliver evidence that you can provide results. In this week’s episode, I…

The Recipe for Launching New Products or Services

June 8, 2022

A common mistake executives make after coming up with a new product or service offering is trying to hire a sales team before knowing exactly how or why your customer would buy the offering. How can you hire any sales team before understanding what moves the needle for your potential client? In this week’s episode,…

Asking Negative vs Positive Question to Uncover Your Clients Problems

June 1, 2022

When asking your clients questions, are you framing your questions to elicit the response you want to hear or to get the truth? One common trap that people fall into is trying to get people to agree with us. However, if you ask your clients questions with more skepticism, you can begin to uncover the…

Biggest SEO Mistakes with Eli Schwartz

May 25, 2022

Are you aware of what the potential is for SEO for your business? Are you currently using SEO but making one of these common mistakes? In today’s episode, Eli Schwartz, previous leader of SEO at Survey Monkey and author of Product Lead SEO, shares how you can properly use SEO for your B2B company. Eli…

Avoid Tragic Linkedin Marketing Automations

May 18, 2022

LinkedIn is a useful platform for reaching potential clients but are you making this common mistake? 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 hopping on a sales call. In this week’s…

How To Adjust Cold Outreach Post-Pandemic

May 11, 2022

Are your old sales approaches for reaching out to prospects not working anymore post pandemic? Since we can no longer rely on showing up at someone’s office, facility or factory and use our charisma or personality to quickly connect with our potential clients, we must change our approach. In today’s episode, I share how you…