One tenth of a second, that’s just 100 milliseconds. According to research, it’s also how long it takes for someone to form their first impression of you. For what feels like decades, we’ve been taught […]
It’s easy to rely on “show and tell” when communicating with prospects, especially when reps are following a tried and tested sales process. When it comes to SaaS products for instance, a demo could involve […]
The sales pitch is a cornerstone of the sales process. Whether it is on the phone, in person, or through email, your pitch is the crucial first impression. Sales organizations have perpetually devoted time, energy, […]
This column was originally published on Entrepreneur.com on June 16, 2016. As my company’s founder, I was essentially its first sales rep. But as we’ve grown, I’ve needed to scale sales and hire new reps. […]
Imagine someone interrupts your busy day with a phone call. They don’t greet you by name or ask how you are, they go straight into pushing a product on you that doesn’t solve any of […]
