Today we’re taking a ride in a time machine and going way back in the annals of history. How far back? Well, before Sauce Marketing and The Selling Agency combined forces and became Sauce Agency. So, like, 2020. If we bent the fabric of time and space and zapped open

This past week, I’ve been evaluating some options for a client to pair the outside sales team we’re building with an inside sales team to do heavy prospecting and lead generation for one of the product areas that has a very large prospect base. If you’ve been on the internet

I’ll admit, I’ve done it before. In my sales career, I’ve been frustrated and tried to get a buyer to respond with something compelling but in my haste, I’ve sent the “Just Checking In” email. Have you received one of those? Or sent one? Hi Bill, How’s everything going? I’m

When is the last time a stranger surprised you? Made you stop in your tracks, jerked you out of your “zone” and piqued your interest? Every once in a GREAT while, I get a cold call from a sales pro that really makes me stop and listen for at least

Dear Salesperson, It’s time for a heart-to-heart. I do appreciate your questions. I do. But I find myself giving the same answer over and over and over: “How do I get buyers to listen to me? I can’t seem to get their attention, a callback or response.” Many of you

In a previous BrightTalk webinar, I surveyed the audience of sellers and asked, What is your biggest challenge in prospecting? I thought the results were extremely interesting—and they validated what I’m hearing from many businesses and sales pros about their challenges in new business development. Of the 120 live viewers,

When your sales team closes a deal with a customer, it’s easy to think that’s the end of this buyer’s journey. The customer purchased what they wanted, and your sales team scored. Everybody wins, right? Time to move on to make a new customer! In reality, sales teams are missing

I can usually diagnose problems pretty quickly. I work hard to do so because of that whole “time is money” theory. I like to think it’s a combination of listening, experience, perception, and intuition that makes me a keen consultant. Like a bloodhound for revenue issues —but one who loves

I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with salespeople that have a bulldozer mentality. They’re not

Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. You’ve just lost their trust. What was it you said or did that triggered their distrust response? It could be