Jun 26, 2023

Paul offers four ideas to help you through that inevitable long sales cycle.

Show Notes

Adopt a small-wins approach. Small wins help you focus through a long cycle.

Timing is important. Show up early in the decision making process to get a seat at the table and show up often so you can spot those buying trigger...

Jun 19, 2023

Paul focuses on building strong customer relationships. Those relationships matter.

Show Notes

In two separate buyer surveys, “relationship with the salesperson” ranked higher (more important) than price.

Expand your footprint and meet multiple decision makers. The more people you meet with, the more protected the...

Jun 12, 2023

Paul stresses the value of learning from your wins and your losses.

Show Notes

The pain of failure motivates us to learn. The excitement of winning…addictive.

Establish a benchmark of small wins from your ten most recent successes.

Hone in on the phase of your process at which you win/lose the deal.

Win or lose,...

Jun 5, 2023

In Paul’s interview with David Newman, they provide valuable insight into some of the most common challenges salespeople face, including connecting with those top prospects.

Show Notes

What do you like about sales? “We get to talk to people about solving their problems or getting their outcomes. We’re on the same...