Kevin LeggApr 234 minDemystifying Small Talk, Pt.1Small talk is essential to business in general, to meetings in specific, and to meeting openings most especially. Still, almost no one...
Stephen GonzalezJan 212 minLinkedIn Industries List & Rankings (2022)There are 149 industries in LinkedIn. Which one are you in? In 2021, LinkedIn's total network size grew from 428M members in 2021 to 463M...
Stephen GonzalezAug 19, 20211 minAre You A Trusted Advisor?Click here to take the free assessment (takes about 5 minutes)
Kevin LeggApr 27, 20218 minHow To Talk About AlternativesWhen mediocre sales professionals consider why they lost a “perfect” deal, they ask: “Which competitor beat us?” and then satisfy...
Kevin LeggApr 15, 20213 minWhat are SMART Objectives?The difference between an ordinary objective – one we might set at the start of the year, or of the week, and a SMART Objective is that...
Stephen GonzalezFeb 23, 20218 minHow To Talk About TimelinesThis article was co-written by Kevin Legg and Stephen Gonzalez. When most salespeople talk about deal timelines, they ask their...
Stephen GonzalezFeb 10, 202111 minThe Step-By-Step Guide To Sales ForecastingThis article will teach you how to initiate and start running an effective Weekly Sales Forecast Meeting from scratch.
Stephen GonzalezJan 20, 20212 minLinkedIn Industries List & Rankings (2021)LinkedIn has 428 million members. Find out how those members break down across 148 industries!
Stephen GonzalezOct 29, 20204 minEmail Variables: The Company Natural NameThis article will help you understand a Company's Natural Name. This is a commonly used email variable when sending cold sales emails.
Stephen GonzalezAug 13, 202016 minThe Predictable Revenue Implementation GuideThe article breaks down Aaron's Ross landmark book, Predictable Revenue, into a simple, 4-step implementation guide.
Kevin LeggAug 7, 20208 minHow To Talk About BudgetKevin Legg breaks down the problem with how salespeople ask clients about Budget, and how you can improve your conversations moving forward.
Stephen GonzalezJul 12, 20205 minAdvanced LinkedIn Searching: How To Use Filters, Boolean Search & Xray SearchHow to use filters, Boolean search and Xray search to find contacts and prospects on LinkedIn.
Stephen GonzalezJul 12, 20202 minLinkedIn Industries List & Rankings (2020)A complete list of all LinkedIn industries and their rankings (from largest to smallest).
Stephen GonzalezApr 24, 202010 minBook Summary: Negotiating The ImpossibleThis is a book summary of Deepak Malhotra's 2016 book "Negotiating the Impossible".
Kevin LeggApr 24, 20209 minBook Summary: Getting To YesA book summary of "Getting To Yes" by Roger Fisher & William Ury.
Kevin LeggApr 1, 20205 minArticle Summary: Six Habits of Merely Effective NegotiatorsA summary and review of 'Six Habits of Merely Effective Negotiators' by James K. Sebenius.
Stephen GonzalezNov 26, 20198 minBook Summary: Trillion Dollar CoachThis is a book summary of Trillion Dollar Coach: The Leadership Playbook of Silicon Valley's Bill Campbell.
Stephen GonzalezOct 28, 201911 minBook Summary: The Presentation Secrets of Steve JobsA 10-minute summary of the book The Presentation Secrets of Steve Jobs: How to Be Insanely Great in Front of Any Audience by Carmine Gallo.
Stephen GonzalezAug 2, 20195 minTrump: The Art of the Deal in 5 MinutesA 5-Minute Summary of Trump: The Art of the Deal
Stephen GonzalezJul 11, 20199 minThe Step-By-Step Guide To Account SegmentationThis article will teach you how to perform an Account Segmentation in 6 simple steps!