Why prospects are skeptical of salespeople (and how to make them more comfortable).

When prospects ask what the price is, do you tell them the price? Do you wait? Does it depend? Here's my take.

How to lower your prospect's guard on a cold call.

Knowing how to walk way from buying something you want is a good skill to master.

Here's a mistake I made on a discovery call and what I would do differently if I had a do-over.

How Thabaut uses LinkedIn to get a 38% reply rate.

How to get and keep your prospect's attention on a cold call.

"Do you know any VPs of Sales that have money I can pitch?" That's what your customers are subconsciously thinking when you ask for a referral which is why they put their guards up. Here's a way to as

Why your ego can make you angry and pissed off.

Don't say this in a meetings reminder. Say this instead.