Harpoon the Whale: How to Close Massive Sales

Laura is one of eight salespeople at a marketing firm. However, Laura isn’t just an ordinary salesperson. Her personal sales revenues are $10M while the entire organization’s revenues are $20M. In other words, her sales number is the same as that of the other eight...

Do You Think Like Your Prospect?

Jack Dorsey, co-founder of Twitter and Square Reader, believes that every product developed must fit into a user narrative. A user narrative is a story of that particular user. What does he do day-to-day? What does he care about? What are his challenges? By developing...

The DNA of Sales Excellence

As a kid, my dad would always tell me that, “Success leaves clues.” This is true in all areas of humanity, from the best athletes to the wealthiest investors to top CEOs to the winners of natural selection. Sales excellence also leaves clues. Having worked with...

Be Distinct in Sales or Perish

Do you know how long it takes a prospect to decide whether he or she would want to continue a sales conversation any further? Researchers from NYU have determined that we make eleven decisions about others in the first seven seconds of meeting. This means that your...