What’s the biggest hurdle you face when selling to someone? Well, other than getting their initial attention and time in front of them, your biggest hurdle is building credibility and ultimately trust. Trust isn’t cheap. Credibility can’t be faked. And honestly, many buyers put you at arm’s length at the

Have you ever heard of kudzu? If you’ve driven through the Southeastern parts of the US, you’ve probably seen kudzu. It’s an Asian vine introduced to the US and branded in the 1930s and 40s as a way for farmers to control erosion and introduce nitrogen to their soil. You

You want to own and grow a successful business. In order to do that, you need to be efficient and see both the big picture and the finer details with an objective eye. There’s plenty of ways to do that, but arguably one of the most effective tools strategists can

Mother’s Day reminded me of an episode of The SellOut Show where we talked to the super seller, Josh Sutton from DiscoverOrg and in a passionate moment caught up in prospecting, he stated that he “believed he could sell DiscoverOrg to his grandma.” To his GRANDMA! Wow. That’s confidence! It

There is a great commercial out now that reminds about what the true meaning of “selling” should be. It’s a Capital One pitch for their new “Capital One Cafes,” where they point out that all banks look and feel the same. Their novel idea is to provide a relaxed, easy