How to Create Value and Urgency by Asking Bet...

You’re behind on quota with a handful of weeks left in the year, and the easiest lever sitting in front of you is a discount. In this solo episode, I explain why that lever almost always costs more than it saves, and what I’m telling my own team to do instead in these last 45 day ...  Afficher plus

A year ago, I thought AI was mostly a research tool. That assumption didn't age well. In this solo episode, I walk through the four places AI actually earns a spot in my sales process today and where I still insist on doing the work myself.Finding the Right Prospects Without Gues ...  Afficher plus

FOUR ACTIONABLE SALES TAKEAWAYS Avoid interrogating the prospect with surface level questions, use vertical questions to get deeper and give meaning to your questions Try to avoid putting words into your prospect's mouth or leading them with stereotypical sales questions that mak ...  Afficher plus

In this episode, L'areal Lipkins, CEO of Lipkins Consulting Group, discusses setting ground rules in sales, finding their win, and co-creating a solution. Request a Custom Workshop For Your Company Get Free Access to Over 15 Negotiation Guides L'areal's website Follow L'areal ...  Afficher plus

<h3>Uncovering Decision-Making Processes</h3>

🔍 To level up sales questions, ask "who else is involved" in the decision-making process and walk through the approval steps, including timeframes and sig ...