Sometimes a deal doesn’t go your way. Maybe the terms just aren’t right. When that happens, do you hold to your value? That is a fascinating question, and we will hear our guest’s take on it in this episode. Lance Tyson speaks with Anthony Macri, VP of Partnership Marketing for the Memphis Grizzlies. Anthony’s career has …
The Art Of Walking Away: Learning To Hold To Your Value With Anthony Macri Read More »
Back in 2015 when I ran a call center, my director of technology issued an ominous warning: “You know, hackers are using the same persuasion and influence skills we use to reach top decision makers to gain access to systems they shouldn’t have access to.”
High-Performance Sales Teams Leverage Multiple Decision-Makers to Close the Deal In most B2B sales, you will need to deal with more than one decision-maker. To avoid getting limited by corporate politics and the whims of one decision-maker, you should enhance your entry efforts by contacting all decision-makers who can have an impact on your sales …
High-Performance Sales Teams Make the First 7 Seconds Count In the early 1990s, I remember being so excited when pay-per-view had on a Mike Tyson boxing match. It didn’t matter who it was, Iron Mike’s opponent was going to get their ass kicked, usually in the first round. The hype and excitement lasted for weeks, …
Trust Your High-Performing Sales Team To Close Legendary closers are like Bigfoot, like leprechauns. They just don’t exist. But if you look at the classifieds under sales jobs, companies are always looking to hire skilled closers. Somehow, closing has become some kind of mythical skillset only a handful of enlightened beings have mastered.
Increase Sales Metrics by Using the Balance Close One of the best sales books you’ll ever read is Ben Franklin’s autobiography. He’s really the only American philosopher we had. And he’s one of our only inventors and philosophers. What made Ben Franklin such an expert in sales? The way he made decisions. For any …
They Didn’t Put Him on the $100 Bill for Nothing Read More »
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