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(This is the 3rd in a series of the 25 Most Useful Sales Stories salespeople should have in their repertoire.) In 2008, Wharton management professor and social psychologist Adam Grant conducted a very telling study. He and two research assistants went to an outbound call center where a fund-raising organization was raising money for a [read more]

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My guest this week is sales guru Jeb Blount. He’s one of the very best-selling authors of books about sales and has written over 10 of them. He joined me on this week’s podcast to talk about his new book, Sales EQ: How Ultra-High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. We had [read more]

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Today’s article is the second in a series of the 25 most useful sales stories salespeople should be able to tell. As a reminder, those 25 are the result of my interviews with professional sales and procurement managers at over 50 companies looking for where salespeople are most effectively using storytelling throughout the entire sales [read more]

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My guest this week is Mike Weinberg. He’s a sales consultant and bestselling author of two absolutely fabulous books, both of which spent a significant amount of time as the #1 selling book on Amazon for Sales and Selling. The first was New Sales. Simplified. And the second is Sales Management. Simplified. which we talked [read more]

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In an earlier post, I shared an overview of the 25 most useful sales stories that salespeople need. In this episode, I share an example of one of those 25 stories, and talk about how you can craft a similar one for yourself. I’ll discuss each of the other 24 sales stories in separate posts in [read more]

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My guest this week is Tim Sanders. He’s the former chief solutions officer at Yahoo! and a New York Times bestselling author. He’s also a cofounder of the research consultancy Deeper Media, Inc. and a top-rated speaker. He joined me on my podcast this week to talk about his new book, Dealstorming: The Secret Weapon that [read more]

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Storytelling is all the rage in business today – and in sales in particular – because it works. But having trained thousands of executives and salespeople in storytelling, I can tell you the first and most important thing you need to understand about storytelling is not the structure of a great story, or how to [read more]

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Stories have always had a unique power to lead, influence, persuade, and sell. Here are my top 10 reasons you’ll want to add more of them to your repertoire instead of relying solely on a dry sales pitch. 1. STORIES HELP THE BUYER RELAX AND JUST LISTEN It’s similar to the response college students have [read more]

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My guest this week is Mark Hunter, author of the highly successful book, High-Profit Selling, which came out in 2012. His newest book that just came out recently is called High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results which I got to talk to him about on this week’s podcast. [read more]

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Imagine it’s 9 o’clock on Monday morning, three days before a big sales call with a new prospect. The entire team is sitting in a conference room ready to start planning the sales pitch. At 9:02, the sales VP walks in the room and calls the meeting to order with a clap of her hands. [read more]