Everyone is in sales. Any time we influence anyone to do anything we are selling them on a course of action. I shared the #1 attribute of top sales people in London recently. The good news is that we can all develop it. "Justin delivered a...

The biggest mistake we make in pitching has nothing to do with what we say. Rather it's what we fail to do before we start pitching. I shared this at the biggest sales conference in the UK.

Have you ever been convinced that you had the best offering? Yet you lost the deal to a competitor offering less value at a higher price? That happened to me a lot. I struggled for years to close deals. I remember the day I finally got my wakeup call. I’d just lost a...

“We regret to inform you.” Don’t you hate those words? I used to hear them all the time. It’s the key reason that people say they hate sales. According to the department of labor statistics one in nine people is a sales person. But actually, if you think about it, so...

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