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...
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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...
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
- 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.
Kevin Legg
- Apr 1, 2020
- 5 min
Article Summary: Six Habits of Merely Effective Negotiators
A summary and review of 'Six Habits of Merely Effective Negotiators' by James K. Sebenius.
Stephen Gonzalez
- Oct 28, 2019
- 11 min
Book Summary: The Presentation Secrets of Steve Jobs
A 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 Gonzalez
- Sep 21, 2018
- 2 min
5 Tips For Formatting Powerpoint Presentations
Over the years, I've developed something of an obsession with Powerpoint and the 'art' of using presentation as a medium to convey great...
Kevin Legg
- Sep 15, 2018
- 6 min
Sir Francis Bacon's 'Of Negotiating': 6 Lessons
Negotiation is a discipline worth studying because it is an enterprise that progresses very little – it has a history of a lot of...
Kevin Legg
- Aug 29, 2018
- 3 min
Using Active Listening In Sales
Step aside, Jordan Belfort; get out a notepad, Lee Iacocca; this landmark communications technique comes from someone who never made a...
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