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Never Delegate Sales Except..

chala

I’m going to make a bold statement: never delegate sales except if you have a working mastery of it yourself. You don’t have to be the Yoda of sales but you should have a level of success with it. I was reminded of this wisdom when I interviewed Bryan Clayton of Greenpal on my podcast…. continue reading »

Stop Phoning Prospects (unless you know them)

chala

I never thought I would ever say this in my life but a phone call I got yesterday changed my mind about calling prospects you don’t have a basic relationship with (ie. they recognize your name when you tell them who you are). Here’s what you can learn from my strange experience. Creepy Factor A… continue reading »

Super-Niching a Giant

chala

I’ve been asked to do a training for giant sized B2B companies that have close to a Billion Dollars in revenue about helping their sales grow. Of course, the only thing I’m always talking about over and over, year after year is the whole concept of super-niching. But does it apply to giant corporations? How… continue reading »

Why Your Outreach Is Rejected

chala

Less than 10% of outreach messages actually get a response. The vast majority of all the email and the direct messages you send get ignored royally. Why is this happening and how can you turn that ship around? Target Not There Maybe your messaging is amazing but if the person you’re targeting isn’t using the… continue reading »

Dangers of Hyper-Growth During Covid

chala

Covid has done some crazy things to a lot of businesses. Some are wondering how to pivot to make a living. But others are experiencing wild highs of incredible demand. So for those of you in that boat, here are a few warnings you may want to heed if you want to keep the ball… continue reading »

Suffering In Business

chala

In Dan Pink’s book “To Sell is Human”, he asked research participants for the first word that came to mind when they heard the words ‘sales’ or ‘selling’. Guess what wonderful words were most mentioned? “Pushy, hard, ugh, yuck, sleazy, annoying, slimy, dishonest”. Nice, isn’t it? In fact, 80% of the words had a negative… continue reading »

Losing a Sale With Grace

chala

Whatever side of the election you were on, I think you might agree that the losing party didn’t exactly depart with grace. Recent articles pointing this out have inspired me to reflect on how I teach my clients to lose with grace when they’re selling. Here are a few tips. 8 out of 10 Lose… continue reading »

Text This To Yourself to Make Your 2021 Goals

chala

Worried about not making your 2021 goals? You should be. Famously 80% of new year’s resolutions fail. I’m sure that’s no surprise to you. How about if I could give you a scientifically proven way to make sure that you’re in the 20% of the achievers? Pretty good, right? Well then, read on. Procrastination Yes,… continue reading »

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