How many times have you heard salespeople say that you should develop a style that is authentically you?

“Find your own style” they say.

For me, this was one of the most confusing things to figure o...

If I were to tell you that close-ended responses are killing your sales, what would you say?

You’d probably ask me what I meant, or maybe you’d think about a scenario in which you’ve done it, and the...

How often do you get to the end of a call, you know you can help the prospect with everything they want, yet they still decide not to buy?

You sit there, wondering what the hell happened.

I can say with...

Imagine if you, as a sales pro, hopped on a sales call as a prospect with another remote closer who has done some basic sales training.

You spend a few minutes in the chit chat, then they head right ...

You might think that the prospect is coming to you at the start of their journey to solve a problem.

That’s rarely the case.

They’ve been feeling the symptoms for some time.

They’ve researched it.

Objections, the big dirty word in sales.

It’s the one thing you dread.

I think this one element has prematurely ended thousands, if not millions of sales careers.

The obvious solution seems like ob...

How many times in the past year have you heard people talk about Alex Hormozi’s quote “Make people an offer they can’t refuse” (I believe he was repurposing a quote from The Godfather, but that’s not ...

Going to an offer owner/manager about an issue can be frustrating.

You see a problem, you have ideas, you only want things to get better, yet they dismiss you.

It could be:

• Marketing
• Lead prep
...

When you think of a typical salesperson, what comes to mind?

Most of the time, it’s the overly friendly, higher pitched chipper version of yourself that you feel you have to present.

The buddy-buddy...

Companies rise and fall every day.

Something that was once great can no longer put anything on the calendar.

If they do put a booking on there, it’s not even close to being a decent prospect.

But, ...

Finding a decent sales gig isn't easy.

If you go to any job board, you’ll see hundreds of people comment below a post that they’re “interested”.

They might DM the recruiter, and the recruiter has t...

Last week I covered the first few steps I would take if I were starting out in remote sales, this week is a continuation of that.

The general theme of this newsletter is that you take control of the ...

What would I do if I just started in remote sales?

I get asked this question a lot.

People are constantly in my DM’s saying they’ve just started in HT, and are looking for their first job.

These ar...

“All sounds good. Before I get started, I would like to speak with someone you work with.”

If you were anything like me earlier in my sales career, I would pounce on this. I had my few good old relia...

Handover is boring, right? Just an admin task after you’ve already got what you wanted?

Wrong. Very, very wrong.

For context, handover is that part of the call after you’ve made the sale, taken the ...

There are three realities for all companies.

•  The founder's perspective.
•  The market's perspective.
•  The salesperson's perspective.

But why does this matter?

And why is that anything to do wi...

 “Tell me about yourself.” is a staple in all interviews.

What you say in this 1-2 minute spiel will be the foundation for all the questions you get asked. 

Get this right, your chances of being suc...