Wordsmithing (2) "Erotema"
You haven't heard of "erotema" - but you know what it is. The Romans defined it as asking a question not for the purpose of eliciting an...
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Kevin Legg
- Feb 25
- 2 min
Wordsmithing (1) "Anitmetabole"
Antimetabole During a meeting last week, I heard the phrase "It's not the size of the dog in the fight, but the size of the fight in the...
Kevin Legg
- Feb 20
- 2 min
How painful is pain?
How painful is pain? A child falls from her bike and hits her head. Through tears, she says, “It hurts real bad.” A builder hits his...
Kevin Legg
- Feb 11
- 3 min
I and Thou
Management and Leadership are slippery words. Most of us rely on a loose understanding of them because like the majority of business...
Kevin Legg
- Jun 5, 2022
- 4 min
Let’s Retire “Objection Handling”
Objection Handling isn’t ‘handling’ and doesn’t deal with ‘objections.’ Sales theory is full of ambiguous, overwrought and imprecise...
Kevin Legg
- Apr 23, 2022
- 4 min
Demystifying Small Talk, Pt.1
Small talk is essential to business in general, to meetings in specific, and to meeting openings most especially. Still, almost no one...
Stephen Gonzalez
- Jan 21, 2022
- 2 min
LinkedIn 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 Gonzalez
- Aug 19, 2021
- 1 min
Are You A Trusted Advisor?
Click here to take the free assessment (takes about 5 minutes)
Kevin Legg
- Apr 27, 2021
- 8 min
How To Talk About Alternatives
When mediocre sales professionals consider why they lost a “perfect” deal, they ask: “Which competitor beat us?” and then satisfy...
Kevin Legg
- Apr 15, 2021
- 3 min
What 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 Gonzalez
- Feb 23, 2021
- 8 min
How To Talk About Timelines
This article was co-written by Kevin Legg and Stephen Gonzalez. When most salespeople talk about deal timelines, they ask their...
Stephen Gonzalez
- Feb 10, 2021
- 11 min
The Step-By-Step Guide To Sales Forecasting
This article will teach you how to initiate and start running an effective Weekly Sales Forecast Meeting from scratch.
Stephen Gonzalez
- Jan 20, 2021
- 2 min
LinkedIn Industries List & Rankings (2021)
LinkedIn has 428 million members. Find out how those members break down across 148 industries!
Stephen Gonzalez
- Oct 30, 2020
- 4 min
Email Variables: The Company Natural Name
This article will help you understand a Company's Natural Name. This is a commonly used email variable when sending cold sales emails.
Stephen Gonzalez
- Aug 14, 2020
- 16 min
The Predictable Revenue Implementation Guide
The article breaks down Aaron's Ross landmark book, Predictable Revenue, into a simple, 4-step implementation guide.
Kevin Legg
- Aug 7, 2020
- 8 min
How To Talk About Budget
Kevin Legg breaks down the problem with how salespeople ask clients about Budget, and how you can improve your conversations moving forward.
Stephen Gonzalez
- Jul 13, 2020
- 5 min
Advanced LinkedIn Searching: How To Use Filters, Boolean Search & Xray Search
How to use filters, Boolean search and Xray search to find contacts and prospects on LinkedIn.
Stephen Gonzalez
- Jul 12, 2020
- 2 min
LinkedIn Industries List & Rankings (2020)
A complete list of all LinkedIn industries and their rankings (from largest to smallest).
Stephen Gonzalez
- Apr 25, 2020
- 10 min
Book Summary: Negotiating The Impossible
This is a book summary of Deepak Malhotra's 2016 book "Negotiating the Impossible".
Kevin Legg
- Apr 24, 2020
- 9 min
Book Summary: Getting To Yes
A book summary of "Getting To Yes" by Roger Fisher & William Ury.
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