by Matt Walsh | Jul 26, 2022 | SALES THOUGHTS
Discounts. Long cycles. Low average sales price. High customer acquisition. What does it all have in common? ↓↓↓↓ (Too) Late-Stage Deal Coaching (Too) Late-Stage Deal Coaching fails to make an impact on outcomes. This is when a sales rep has...
by Matt Walsh | Jan 13, 2022 | SALES THOUGHTS
Who can say no? One of my advisors said this to me and I was embarrassed because I didn’t know the answer. It struck a chord with me because I knew why I didn’t know the answer. I didn’t want to know! It’s much more pleasant and exciting to...
by Matt Walsh | Jan 7, 2022 | SALES THOUGHTS
4 things to do before your next discovery call The discovery call is the most important meeting in a sales cycle. It’s the key to running faster sales cycles and increasing your win rate. There are plenty of blogs that tell you what to do during calls. This blog...
by Matt Walsh | Nov 2, 2021 | SALES THOUGHTS
If you are in B2B sales, you are probably following a sales framework like BANT, MEDDIC, Sandler, or Gap Selling. Maybe you follow it to the ‘t’ or more likely, you take a few pieces from here and there. Seems like it’s working, right? Do you know...
by Matt Walsh | Apr 21, 2020 | #NEVERLUNCHALONE
When was the last time you put yourself in your customers’ shoes? David Priemer says that the ability to show empathy and understand your prospects’ point of view is critical to building a connection and establishing trust. In fact, empathy represents a crucial...
