Cerebral Selling

Oh wow! Thank you @SalesHacker and @HireSalesTalent 🙏🙏🙏

Here’s my top sales & marketing books... Sales: 1. To sell is human 2. Sales acceleration formula 3. Predictable revenue 4. Challenger sale 5. Sell the way you buy Marketing: 1. Play bigger 2. Obviously awesome 3. Tuned in 4. Made to stick 5. 1-page marketing plan

In a world where customers have unprecedented solution choices, razor-tight budgets, and infinite distractions, before you waste your time on low-value tactics, put yourself in your customer's shoes! #Sales #Empathy

When deadlines are closing in, customers are bombarding you with requests, and you don't have the ability to get fancy or creative with how you negotiate, my go-to tactic is both SUPER simple, fast, and science-backed! cerebralselling.com/easy-negotiati…

Good questions force your audience to come up with answers even if it in their head. And if that answer is compelling and consistent with your value proposition, your message will be instantly internalized! cerebralselling.com/pitch-using-qu…

In my latest article, I breakdown what inoculation is and how you can infuse this savvy strategy into your sales motions, marketing material, and even your recruiting efforts to boost your win rates! cerebralselling.com/defend-against…

When a camera crew from Sales Feed showed up at my house to shoot some content, I had no idea it would turn into such a killer video featuring some of my favorite sales legends! youtu.be/x-Fldgwgoao

I know there are lots of AI and automated note-taking tools out there these days. But there's something magical and tangible about funnelling words, thoughts, and concepts through your brain and putting order to them by writing (or typing) them out on your own.

Last week in the Sales Lab I ran a free 15-minute session on why you need to stop pushing for solution overviews, demos, and POC's and spend WAY more time on problems. If you want to check out the replay, just reply with "PROBLEMS" and I'll send it to you!

Alex Cook, Manager of Enterprise Sales at Klue just created an awesome guest post on the Cerebral Selling blog focused on leading sales teams through times of uncertainty: cerebralselling.com/leading-throug…

You might be asking your sales discovery questions in the wrong order: cerebralselling.com/science-orderi…

Curious... What tips or hacks do you use to make sure you come out of your discovery calls with the insights you need?

Customers aren't "personas", fields, or even names in your CRM.... They're PEOPLE just like you, which means winning them over isn't just about what you say but HOW you say it!

Here are three scientifically proven reasons why doing your homework will increase your response rates! cerebralselling.com/do-your-homewo…

Resist the temptation to dive into your products, services, and outcomes too soon and spend A LOT of time in your up-front discovery focused on THE PROBLEMS YOUR CUSTOMER'S EXPERIENCING! Going to chat about this LIVE on Friday: urlgeni.us/facebook/Selli…

I asked a bunch of sellers which area of their sales motion they want to improve in 2023 - the most common answer I got was " email prospecting". So, here are the top 3 areas you need to optimize to boost your email efforts: cerebralselling.com/keys-to-email-…

The most compelling sales pitch is one that focuses on pains or problems your customer didn't realize they had! If you want to watch a live training I did where I outlined The Ninja Pitch, a pitch formula that prioritizes hidden/unknown problems, comment "NINJA" below.

While sales is one of the most fun, competitive, and engaging professions out there, it's important to remember that success in sales is about having a keen focus on your customer’s needs and putting those before yours.

I CANNOT overstate this enough... When it comes to sales success (even in my own business), some of the most critical behaviors are also the most basic: be organized, be on time, be prepared, and don't be afraid to follow up!

While achieving peak performance in the modern sales world, like any discipline, requires a sustained regiment of the right behaviors, in this article, I share 3 simple things you can do to give yourself an edge: cerebralselling.com/simple-things-…