For years, salespeople were taught to perfect their elevator pitch. You know the drill. You get on an elevator with someone on the first floor, and by the time you reach the 10th floor, they know who you are, what your company does, what you sell, and why they should…
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How to Sell Value of Ads in a Price-Focused World
One of the things I coach salespeople on all the time is how to sell value when we live in a very price-focused world. Buyers are looking at price. Comparing price. Questioning price. And when your product, advertising package, or service costs a little more than the competition, it can…
The Power of You: Finding the Superpower You Bring to the Team
Every team has goals. Every team has deadlines. Every team has challenges, meetings, personalities, pressure, and opportunities. But here is what I believe with all my heart: One person can make all the difference. Not always the loudest person. Not always the person with the biggest title. Not always the…
Become a Pipeline Management Monster
Most salespeople think pipeline management is about one thing: bringing more new business into the pipe. That matters, of course. You always need new opportunities. You always need fresh prospects. You always need deals moving forward. But here is the mistake too many sales teams make. They spend all their…
Stop Asking ChatGPT To “Make An Ad”
Most people are using ChatGPT the wrong way. They type, “Create an ad for a plumber,” or “Make me a web ad for a bank,” then wonder why the ad sounds generic. That is not a ChatGPT problem. That is a direction problem. AI can help you create better advertising.…
Finding Hustle: The Missing Gear In Your Sales Life
Let’s not overcomplicate this. You are not losing deals because you are not smart enough.You are not losing deals because your product is not good. You are losing deals because you are too slow. That’s it. I see it every day. Hustle is the missing gear in most sales careers.…