Sales Meeting Ninja Success Tricks


What’s a Ninja trick? In my mind at least, it’s being able to do something super smoothly and perfectly with no effort. That’s what I think of when I talk about ninja success tricks. And luckily a marketing company called Gong has analyzed hundreds of sales meetings in 2021 to come up with some very… continue reading »

5 B2B Buyer Dealbreakers


“We’ve decided to go another way” is the dreaded sentence you hear from B2B buyers who you’re trying to sell to from time to time (hopefully not too often!) A Kornferry study of 261 B2B Buyers tells the real story of why you’re getting rejected. Here are the top 5 reasons why buyers say “No,… continue reading »

Lost Deals Take 38% Longer To Finalize


“Why won’t they call us back Chala? I thought we had an amazing sales meeting!” is the complaint I hear from clients on occasion. I always have a gut feeling from years of buying and selling services to corporations that the sale is dead but now there’s new research to prove my gut right. Here’s… continue reading »

Meetings That Go Nowhere


Sales Meetings, that is..In fact, B2B sellers waste, on average, over $38,000** per year in direct costs on meetings that go nowhere and 62% of initial meetings do not progress to next meeting.***  As the purchaser of services for 18 years I have a few secrets that I teach my clients on what to do to make sure that you… continue reading »

Lawyer Appears as Kitten on Zoom


Zoom fatigue is hitting all of us. But this hilarious event where a lawyer couldn’t take off his kitten zoom filter in court has a ton of lessons for our businesses. Prep is Everything When a lawyer borrowed his assistant’s laptop to join the proceedings in a Texas courtroom Zoom meeting, things took a strange… continue reading »

Why Your Outreach Is Rejected


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 »

Never Delegate Sales Except..


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 »

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