How Sales Leaders Can Use AI to Create Playbooks 90% Faster 🤖

How Sales Leaders Can Use AI to Create Playbooks 90% Faster 🤖

I ❤️ a Robot Named Claude.

This post will show you how to use Claude.AI to write sales processes and create a playbook 90% faster.

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3 Magic B2B Sales Discovery Questions to Understand Buyer Intent 💡

3 Magic B2B Sales Discovery Questions to Understand Buyer Intent 💡

Being a great salesperson is a lot like being a great comedian. You need to deeply understand your audience and seamlessly adapt your material to connect with them on a personal level.

In this post, we look at how techniques from stand-up comedy can help you better gauge and influence buyer intent during the sales process.

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4 Stand-Up Comedy Tips to Boost Your Sales Team's Performance!

4 Stand-Up Comedy Tips to Boost Your Sales Team's Performance!

Stand-up comedy may seem like an unlikely source of inspiration for sales teams. But some of the skills mastered by talented comics can pay big dividends in the world of sales.

Read on for unique techniques from the comedy stage that you can use to connect better with prospects and ultimately win more deals.

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Why Your Sales Hires Keep Underperforming (and How to Finally Fix It)

Why Your Sales Hires Keep Underperforming (and How to Finally Fix It)

One of the biggest sales frustrations I hear from CEOs is:  “Most of the salespeople we hire don’t work out because they don’t live up to expectations.”


Hiring high-performing salespeople is hard. You’re right. I get it. 

However, if your sales growth plan is dependent on hiring a bunch of A+ salespeople who can just “figure it out,” I highly recommend you rethink this strategy.

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Top-3 B2B Sales Trends for 2024

Top-3 B2B Sales Trends for 2024

Let’s focus on three key areas that will separate high-performance sales teams over the next year:

1. Lead with Human Connection, Not Technology

2. Deliver Value Throughout the Sales Process

3. Customize Sales Strategy Based on Buyer Intent

Mastering these capabilities will enable sales teams to build credibility, strengthen relationships with prospects, and win more deals.

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Why You're Selling Wrong If You're Not Providing Expertise

Why You're Selling Wrong If You're Not Providing Expertise

The Wolf of Wall Street stigma stays inside people's heads.

And then when I enter an organization as a sales consultant, you find these really talented people (whether they're subject matter experts, tech architects, SEO specialists, UX designers) who are fantastic at sales, but they flat out don't want to sell.

“I can't sell!” They say as soon as you call what they're doing sales. They finally get in front of a prospect, they shut down.

What my message to them is, you're actually the best salesperson of all.

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The #1 Discovery Question Your Sales Team Isn't Asking

The #1 Discovery Question Your Sales Team Isn't Asking

How does your sales team uncover buyer intent. And why does it matter?

The #1 discovery question most salespeople aren’t asking isn't “What is your budget?” but “How did you come up with it?” This question uncovers buyer intent, giving your salespeople insight into where your prospect is in their internal buying process and how they can best help them.

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Founders: Break Free from the Sales Role to Ignite Growth | Denver Startup Week 2023

Founders: Break Free from the Sales Role to Ignite Growth | Denver Startup Week 2023

It's a common pain point for founders - you're stuck doing all of the selling for your startup, putting out fires daily in the sales process. But you know you need to be working on higher-level business strategy, not just working in the business day-to-day.

So how and when can you start to remove yourself from the repetitive sales grind and focus your energy on scaling the business?

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How a Frozen Chicken Turned an Entire Sales Team Around 🐔

How a Frozen Chicken Turned an Entire Sales Team Around 🐔

This is the story about how a frozen chicken turned an entire sales team around.

Quarter after quarter the team was struggling to hit its number. Nothing was working.

Until their manager rolled out a weekly sales contest where the winner each Friday was awarded a frozen chicken.


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What Sales Leaders Can Learn from Star Wars Legos

What Sales Leaders Can Learn from Star Wars Legos

Imagine I dump a pile of Legos on your desk and ask you to build the Millennium Falcon without the instructions.

Even the best builders will struggle.

This is effectively what you’re doing when you hire a salesperson, hand them a stack of business cards, and say “double our revenue."

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