Ditch the Script!

Working in the sales industry, there’s one request that comes through more loudly and more clearly than anything else: scripts. “Can I get a script for cold calling?” “I really liked that presentation. Can I get your script?” “What script did you use to make that sale?” And I get it. It’s not easy initiating […]

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Traits of a Successful Sales Team

Your sales team is so critical for growing your business—without a customer, you don’t have a business! There are certain personality traits and characteristics that you can look for as you add new people to your sales team—or that you can inculcate in your existing team members to help your business grow. The ADP blog […]

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A Process for Learning from Failure

For the past year and a half, my brother and I have been working on a SaaS startup company. As part of that process, like for pretty much any business owner, we have to go in and make presentations to prospects. I recently lined up someone who I thought was a tremendous prospect. I went […]

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Just Breathe

In the course of our day, we often get spun up, anxious, or nervous about something. Maybe it’s the pre-presentation jitters or asking-for-the-sale shakes. Maybe it’s your first big group presentation, or your first time in front of a large audience. Your nerves go into overdrive, and you unknowingly slip into reaction mode with very […]

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When Should You Pick Up the Phone?

Professionally, email has become many people’s favorite way of communicating—myself included. But it raises the question, when should you pick up the phone and call someone instead of just sending them an email? I would argue that in most situations, email is the more convenient choice; however, I’ve come to learn that on some occasions, […]

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Avoid These Deal-Killing Phrases

Even the slightest mistake in word choice can turn a prospect or client off. The words we choose can make or break a deal, which means we spend a lot of time thinking about the words we use to pitch our services. No matter how hard we try to weed out the blatantly negative or […]

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Be Authentically You

Many business owners struggle with questions about how to approach and conduct meetings with potential customers. What should they wear? What tools should they use? When I hear these concerns, my first response is this: take a deep breath and relax. Get out of your head, and into your heart. Truth and authenticity cannot be […]

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Actively Finding Customers

Somewhere along the line, the process of gaining customers became more about attracting customers rather than actively finding them. “Build it and they will come” is an awesome ideal for small businesses, but there comes a point when you’ll need to get your hands dirty and seek out some customers on your own. So where […]

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Can You Shorten Your Sales Cycle?

One valuable way to boost your sales is to find ways to shorten the sales cycle. How can you get customers to purchase more quickly? Do customers start the process, but then sit in limbo for weeks or months before finalizing the purchase? Every business will have a different sales cycle, but finding ways to […]

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