If You’re Doing This in Your Pitch, You’re Losing 90% of Sales
Last month, I recorded 47 sales calls from representatives across my industry and discovered something…
If They Say This on a Call — The Deal Is Dead. Period
Last Tuesday, I was 45 minutes into what seemed like a perfect sales call. The…
I Told Her I Didn’t Think It Was a Good Fit. That’s When She Begged to Buy
Thirty-five minutes into what seemed like a routine sales call, Lisa, a COO at a…
I Stopped Using a Calendar Link — And Booked More Calls
Six months ago, I was doing everything “right” according to modern sales best practices. My…
I Said This One Sentence — And the Client Went from ‘Not Interested’ to Signed
Two weeks ago, I was 37 minutes into what felt like the worst sales call…
I Ran Two Closes. One Got Crickets. The Other Booked 14 Calls
Last month, I conducted the most eye-opening A/B test of my sales career. I took…
I Made This Mistake Once in a Follow-Up. Never Again
Three years ago, I lost what should have been the easiest sale of my career…
I Lost a $12,000 Sale Because I Said This One Word
The client was ready to sign. After three weeks of meetings, presentations, and negotiations, we’d…
I Learned More About Selling from a Waiter Than Any Sales Book
Last Tuesday, I walked into Giuseppe’s, a small Italian restaurant in downtown Chicago, expecting nothing…