Everywhere you look, artificial intelligence, automation, and technology are replacing interactions we once used to have with other human beings. Some of this we cheer – such as self-guided drivers’ license kiosks, bots or algorithms that predict which wine, books, or music we would like, or cars that guide you back to driving in your...Read More

What’s the biggest hurdle you face when selling to someone? Well, other than getting their initial attention and time in front of them, your biggest hurdle is building credibility and ultimately trust. Trust isn’t cheap. Credibility can’t be faked. And honestly, many buyers put you at arm’s length at the beginning of your relationship because...Read More

Have you ever heard of Kudzu? If you’ve driven through the Southeastern parts of the US, you’ve probably seen Kudzu. It’s an Asian vine introduced to the US and branded in the 1930s and 40s as a way for farmers to control erosion and introduce nitrogen to their soil. You might recognize it as it...Read More

There is a great commercial out now that reminds about what the true meaning of “Selling” should be. It’s a Capital One pitch for their new “Capital One Cafes” – where they point out that all banks look and feel the same. Their novel idea is to provide a relaxed, easy environment, “A welcoming environment...Read More

Many sellers approach sales calls for business development with some anxiety. I can completely understand that feeling. In spite of good, better, and even amazing efforts, if you’ve been in sales doing business development for a while, you’ve been on the receiving end of grumpy prospects, hang-ups, yelling, or otherwise unpleasant calls. I can completely...Read More

A while back, I had the honor of giving the closing keynote session for the AA-ISP Digital Sales World Conference in San Francisco with my Co-Host of The SellOut Show, Dianna Geairn. Closing out the conference gave me the ability to sit through all the previous sessions where inside sales experts talked about best practices...Read More

Super successful sellers have some similar key characteristics. Self-starting, hard-working, disciplined … there are core traits and outliers that show up on personality tests. However, more telling to me than any of those core traits is the investment someone makes in their own career and skills. Well-rounded people have interests in many things and that...Read More

Everyone’s making big promises, resolutions, and vowing to make changes right now just as the ball drops on this New Year. I’ve never had much use for making grand proclamations of my intent or magically thinking I’ll turn into someone who LOVES running, eating steamed broccoli, or clearing my pantry of every carb and sugar....Read More

I like to categorize one of the worst things that have ever happened to me on a sales call as one of the BEST things that ever happened to me on a sales call. Imagine heading up to a very important meeting at a large bank headquarters with a VP of Something Important and a...Read More

Every December in Memphis, TN, thousands of people descend upon the city’s Downtown area to participate in the St. Jude Marathon. Runners run or walk a 5k, 10k, half, or full marathon and raise funds to support the mission, research, and children of St. Jude. This year’s marathon weekend raised over 12 MILLION dollars! It’s...Read More