Categorized in The Closer

Put me in coach, I’m ready to sell

Hollywood is awash with films about inspirational coaches who lead an amateur, disorganized, and/or demoralized team to victory. From Gene Hackman in Hoosiers to Jason Sudeikis in Ted Lasso...

Oh, behave!

As much as sellers would love to predict or even prescribe their customers’ buying behaviors, the buyer’s journey can be fraught with more hijinks than an Austin Powers movie. ...

The Future of Sales®

If I had a dollar for every pandemic-fueled article I’ve read about the future of sales, I’d be planning a trip to Hawaii right now. ...

Virtual improvements

Who doesn’t like to close deals from the couch? The emergence of virtual selling as a dominant sales channel was one of the major silver linings of 2020 for B2B reps and buyers alike....