Recap often. It is that simple. If you recap often in your buyer and customer calls, you will close more deals faster. I have been asked a lot lately on podcasts: “What’s the easiest way

Brent and Christina Yu of NovoEd discuss prospecting as a way of gathering market intelligence and getting smarter about your value prop. Every prospecting campaign is an opportunity to test your value messaging against different

Great buyer discovery is really just a series of “small wins.” Brent was honored to be the first male guest on Lori Richardson’s Women in Sales Podcast.   Listen to Lori and Brent and talk

“You build the most momentum in buyer conversations by engaging individual buyers with a message specific to them while also connecting all buyers to shared goals” That is how Sujay Darji, Regional Sales Manager for

Have you ever heard Venus Williams or Tom Brady or Derek Jeter complain about practicing? For top performers, a commitment to practice is a given. So when asked to train or practice, why do so

“Nobody cares about your products except for you. They care about themselves” is how David Meerman Scott explains the key reason product pitching fails sales and marketing teams. In a recent conversation with David, I had the

“Arguably the single most important input for your prospecting motion is understanding why your existing customers chose you in the first place.” We live in a noisy world and it is difficult to stand out,

“The follow up email doesn’t lie. You either learned these things in the meeting or not.” Listen to Bobby Coy of Activator Dealer Solutions explain why he finds follow-up emails such a powerful tool to

In traditional account planning, the focus on customer value can quickly get lost in the industry analysis, competitive positioning, product white space, and relationship mapping.  Carrie Straub at Mursion shows how to change this formula