Brent talks to Beth Nelson at Plus Delta Partners about the power of reference selling as a business growth driver. Beth and the team at Plus Delta have figured out that they can grow much

In a recent conversation on the Stories Of Selling Human podcast, Alex Smith and Brent discuss how to close deals faster by using an authentic approach to sales discovery. While it may seem counterintuitive to

Be human. People buy from people they like, not from companies. Of course, building rapport will definitely not secure you a deal by itself. That’s more a function of the value you and your company

Brent and Jason Pasquale of Activator Dealer Solutions discuss taking a very personalized approach to prospecting outreach and shifting your focus from your product to your buyer’s business objectives.  Authentic prospecting anchors on buyer goals

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