9 Powerful Editing Tips to Make Your Copy Shine

Self-editing is not an easy thing; it requires being highly critical about your own writing. You need to be able to observe your writing from someone else’s perspective -- the Imaginary Reader – and spot if there is anything that this reader might have difficulties understanding. Although it all Continue Reading

What Do Physics and Sales Have in Common?

To refresh our knowledge of physics, let us recap the definition of inertia -- it is the force that keeps an object moving or stationary until it is moved or stopped by another force. So, imagine a ball standing in one place. This ball will continue to be still until an outside force causes it to Continue Reading

You Are Not As Rational As You Think — 6 Cognitive Biases Sales Reps Should Watch Out For

People are judgmental, opinionated beings. We like to think that we are more rational than we really are. We tend to overestimate our intuition and we love to draw conclusions and make assumptions. Think of your aunt who saw you drunk twice in your life. It did not take her long to assume you Continue Reading

5 Questions You Want Your Prospects To Ask You

Most sales blogs (including mine) go on and on about the importance of asking the right questions to the prospect. Questions help you get out from the prospects everything you need to be able to help them: their current needs and pain points, where their company stands at the moment, what their Continue Reading

13 Proven Steps for Winning Sales Conversations

There are many strategies out there on how to trump your competitors in a sale conversation. As this is something I’ve been studying and testing for a while, I’d like to share my insights. Even if it doesn’t get you to change your current practices, I am sure that some of the issues will make you Continue Reading

7 Ways to Stave Off Post-Holiday Winter Depression

Holidays are done, the money is gone, and you are home, broke and alone. (We’ll perhaps that’s an exaggeration, but I bet it feels like that for many at this time). You want to slip into your warm, big bed and not leave it until the spring. Wouldn’t it be nice if you could do that? But Continue Reading

How to Keep Your Cool During the Busiest Time of the Year

Q4 is definitely the busiest time of the year for any worker, be it a graphic designer or a car salesman. Those who suffer the most are those in service or operations because finishing the task on time is the least of their problems; handling needy clients and demanding bosses is the actual Continue Reading

Why Revamping Your Sales Content Library Will Maximize Your Sales

Isn’t it wonderful when sales have just the right content at their disposal to lead the buyer through all stages of the journey? Sales are closed, quotas met, everyone is happy… Guess what? None of these things will happen if your sales content library is in a mess. That is why the time to revamp is Continue Reading

On the Unused Potential of LinkedIn InMails

The awesome thing about LinkedIn is that you are protected like a sea turtle from any unwanted communication. On the other hand, we all use LinkedIn to connect. So, here comes the big question: if everyone else values their privacy on LinkedIn as much as I do, how are we to connect with one Continue Reading

Learning from the Best: Top 120 Sales Companies Sharing Their Practices

I recently read a great case study on sales growth and I would like to share with you the most important key points that can help you drive sales. The case study was named “Sales Growth: Five Proven Strategies from the World's Sales Leaders” and it was done by a team of global leaders from Continue Reading

What Do Seasoned Sales Reps Do Differently?

Let’s face it – being a salesperson is not the most likeable profession in the world. And the prospects are not getting any easier either – they expect fully individualized treatment and nothing but. However, if you are like me, setting the bar high and surpassing your own personal goals is the true Continue Reading