Pitch and purpose sound like two very different things that aren’t related at all, but all too often, sellers are pitching their products, instead of speaking to the buyer’s purpose. Especially now that a lot of us have moved to remote selling with the onset of COVID-19, there has been less interaction, less collaboration, less ... »
Entrepreneurial sales present unique challenges that are different from frontline sales. When you’re a frontline seller or in professional sales, all you do is sell, 8 hours a day, 5 days a week. As an entrepreneurial salesperson, you have so many different hats. Sometimes you’re CEO, or accounting, or marketing, and you have to learn ... »
Imagine that you live your life in one room. In this room, there is only one door. That one door is an enter-only door so that when people come into your life and room, they are there forever. You can never get them out. Luckily, it’s a metaphor, but if it were true, wouldn’t you ... »
Crisis leadership is the ultimate type of leadership, and it can be utilized to help businesses who are currently facing uncertainty, and who will face uncertainty in the future. The state of the business world after COVID-19 left a lot of people really shaken. Many organizations found themselves unprepared and unsure of how to proceed. ... »
There are a lot of people out there who might be especially nervous about hitting your quota after the shifts that COVID-19 has brought into the climate. Some of you might have been nervous about hitting your quota before the pandemic hit, and are even more nervous about it now. However, everyone has been through ... »
Customer success is a vital, yet often overlooked part of keeping and growing a business. All too often, companies struggle with onboarding and engaging their clients in a way that gives the customer maximum value. You put so much work into developing a great product or service, a ton of time and effort into marketing ... »
Customer experience has become a bit of a buzz word over the last few years, and for a very good reason. Customer experience can significantly influence your overall sales. If your customers have a bad or negative experience with your company or brand, it can be a death sentence for your organization. But, if they ... »
We are in the midst of a crisis. COVID-19 has significantly altered the way that things are done, on many different levels. One of the things that is a challenge to people now, and will continue to be challenging in the future, is how to effectively lead an organization, and yourself, out of this crisis ... »
Recruitment expert Kevin Downey shatters the myth that B2B cold email is dead. It’s not about the channel; it’s about execution. To build a high-volume talent pipeline that bypasses crowded job boards, you must invest in scalable infrastructure. This means using specialized tools like Apollo and Smartlead, managing multiple domains (20+), and strictly adhering to ... »
Why do most referral campaigns fail? Because they ignore the emotional core of the client experience. In her book, The Referral Client Experience, Stacey Brown Randall explains that anxiety and uncertainty define the initial “New Client” stage. If you don’t address that “quiet voice” of concern with straightforward onboarding and emotional reassurance, you undermine trust. ... »
Is your practice busy but not profitable? You might be skipping the essential step: Diagnose Before You Prescribe. Expert Terri Ross highlights the need for structured, thorough consultations that move beyond cookie-cutter recommendations. Stop competing on price! Define your Ideal Customer Profile and align every message to attract premium clients who value quality over cost. ... »
In sales, the word “no” is not a verdict; it’s merely a signpost on the road to “yes.” Top performers know this, and it’s a mindset you can adopt instantly. On a recent episode of Sales POP!, motivational speaker and sales expert Patrick Engasser—who built a thriving career despite being blind—shared his critical strategy for ... »
Most business leaders treat podcast guesting like traditional PR—chasing the most prominent names for “brand awareness.” This is a mistake. The real ROI of podcasting isn’t in mass reach; it’s in niche authority and SEO leverage. When you guest on a targeted podcast, you aren’t just speaking to an audience; you are “borrowing” the host’s ... »
If your team doesn’t understand how their pay is calculated, you aren’t just losing trust—you’re losing talent. In this episode of Sales POP!, compensation expert Scott Trumpolt (30+ years of experience) reveals that effective pay structures are less about math and more about communication. Scott argues that modern compensation requires a shift from transactional payouts ... »
