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.

Thoughts on how to make selling less stressful.