Ever hear of Nir Eyal? (Most people haven’t.) He wrote the book, Hooked: How to Build Habit-Forming Products. You know who has heard of him? Almost everyone at every technology, gaming, and social media company trying to get you addicted to their products. They do it well. Two decades ago when I started working, I ... Read Post

Is the salesperson you rely on to meet your goals (perhaps it’s you!) maniacally methodical? After running a company for almost 20 years whose primary focus is to get our clients in the door with their important prospects (Door Opener® Service), that’s what we’ve learned it takes to be most successful. Can you be successful ... Read Post

These days I remembered something I’ve read back in 2006 and somehow kept in the back of mind all this time: ‘’Everyone wants to be the VP of marketing and do the cool stuff like advertising and promotion. This is fine if your product is already being bought. [..] For selling to work, you need ... Read Post

The 48-hour rule is about speed (responsiveness), accountability (commitment and personal integrity), and differentiation. Read Post

A GDPR Email You Won’t Put in the Trash Folder We’ve all been getting a bunch of messages from the companies we do business with alerting us to the new privacy policy they’ve implemented as a result of the General Data Protection Regulation that goes into effect across the European Union on May 25. The ... Read Post

Everyone knows that there have been unbelievable innovations in the last couple hundred years. There have, in fact, been 3 industrial revolutions—and we’re now right on the cusp of the 4th industrial revolution. The 4th industrial revolution will mean internet-enabled smart devices seamlessly interfacing with each other and humans; data analysis and virtual models making ... Read Post

Creating a Successful Enablement Program Using the Customer’s Journey Melissa Madian is a top sales expert who is sharing insights on sales enablement programs. [Part one discussed sales enablement basics], and she’s back for a second round of questions! In this article, she explores top tips surrounding how to recognize successful implement of a sales ... Read Post

Sales and marketing are two areas of sales that have long struggled to unite. This article provides actionable insights on how to unify the sales team and marketing team to create better results, and move buyers through the sales funnel more swiftly and effectively. Why Has It Been So Difficult? Sales have embraced revenue responsibility ... Read Post