Inside Selling

Steve Jobs Perfectly Demonstrates How to Respond to an Insult

Dealing With Angry People

How to deal with angry people without making them defensive.

Don’t Force Treats on Dogs

Why forcing treats on dogs is net negative every time. And what to do instead.

Stories Are a Currency

Why storytelling is a currency.

I Met an Angel In Texas

The time I met an angel in Houston Texas.

Are You Treating White Lies as Truths?

You can waste a lof of time treating white lies as truths. Here's the way out.

Why Assuming Backfires

Are you telling people what you value? Or asking people what they value?

Treat This Question Like a Porcupine. Don’t Touch It.

Treat this question like a porcupine. Don't touch it. Ask this question instead.

I Don’t Mind What Happens

What Indian philosopher and spiritual teacher J. Krishnamurti can teach you about sales and life.

Selling Is More Like Dancing Than Wrestling

Why selling is more like dancing than wrestling.

How To Charge More

What value-based selling looks like.

Liars Suffer

Why lying in sales (and in life) is bad for your health.

Why Persuasion Backfires

Why persuasion backfires and what to do instead.

Bombing in Sales

Bombing in sales can ruin your day or energize you. Here's how to be energized by sales bombs.

Josh & Sam McKenna Chat About Sales

I always enjoy chatting sales with wicket-smart human Sam McKenna.

Do You Have a Persuasion Reflex?

Why prospects put up resistance when you try to persuade. And what to do instead.

A Killer First Question to Ask Inbound Leads

This is my favorite first question to ask an inbound lead. Here's why.

Don’t Hold Pricing Hostage

A prospect interrupts the demo and asks for pricing. What do you do?

Why You’re Repelling Prospects

Here's why you're repelling prospects and what to do instead.

What To Do & Say When a Prospect Ghosts You

Been ghosted? Here's what to do and say.

Developing a Surfer’s Mind When Cold Calling

Developing a surfer's mind when cold calling to lower the Zone of Resistance.

Starting Conversations With Skeptical Prospects

Thoughts on starting conversations with prospects who have little interest in speaking with you.

4 Habits That Make Selling Joyful

Thoughts on four habits that make selling more enjoyable.

One Question For More Sales

A simple question for more sales.

Let’s Write a Good 4-T Cold Email

Here's a framework for writing a good cold email.

What is Progress in Sales?

Landmarks that indicate you're making progress in sales.

Are You Under a Spell?

Are you aware or unaware of your thoughts and actions?

I Know

Why you should stay away from the phrase "I know."

Lowing The Zone of Resistance When Cold Calling

Thoughts on what to say to lower The Zone of Resistance when cold calling.

Why Intent Matters When Cold Calling

The importance of intent when cold calling.

7 Language Patterns That Lower Resistance

7 language patterns that lower the Zone of Resistance.

Don’t Tell Prospects They’re Doing Their Job Wrong

Don't try to get prospects to admit they're doing their job wrong. Here's why.

Don’t Tell Prospects They’re Doing Their Job Wrong

Don't try to get prospects to admit they're doing their job wrong. Here's why.

It’s Not You

Something I wish I knew when I was a younger salesperson.

You’re Too Expensive

Here's what prospects really mean when they say, "You're too expensive."

Diffusing “We don’t have budget.”

Thoughts on diffusing "We don't have budget" during a cold call.

Diffusing “We don’t have a budget.”

Thoughts on diffusing, "We don't have a budget."

Is This Killing Your Cold Calls?

This tonality mistake might be killing your cold calls.

Dealing With Cold Call Curve Balls

How to deal with cold call curve balls.

Building Trust With Skeptical Prospects

A counterintuitive approach to build trust with skeptical prospects.

A Sales Wizard At Wrigley

How a sales wizard at Wrigley Field sold me peanuts.

You Can Handle The Truth

You do a demo. Your prospect says, "I love it." Then you never hear from them again. Here's the way out.

Boosting Response Rates With Hi-Def Cold Emails

A way to boost cold email response rates using hi-def cold emails.

Defusing “How did you get my number?”

You cold call a prospect and they say in an angry voice, "How did you get my number?"  Here's how to respond.

Does Belief Matter When Selling?

Thoughts on what sales and missionaries have in common. Are you a missionary for your product?

How To Eliminate Objections When Cold Calling

The best way to diffuse objections is to prevent them from happening. Here's how.

Light The Wick

Thoughts on achieving whatever success you want.

Talking About Price

Thoughts on discussing price.

Kendall & Lily on How to Land Meetings With Celebrities in LA

Kendall James & Lily Drew on how to land meetings with celebrities in LA  and how to handle rejection.

2 Questions I Learned From a Sales Ninja

Two powerful sales questions I learned from a sales ninja.