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Here’s a bold statement—more has changed in sales over the last 20 years than has changed in the 1000 years before it. Crazy right? But it’s true! And it’s especially true when you look at the buyer’s journey. So what’s the big deal? What’s so different today than just a few decades—heck, even a few […]

Ask a brand-new sales rep what the most important skill is and you know what he’ll say? “Closing.” That’s what we always hear, right? But ask a 20-year vet who’s seen a thing or two and they’ll tell you it isn’t the closing. It’s the prospecting. As Founder of Tenbound David Delany told me – […]

Hitting quota, buying that dream Porsche, taking the family to Disney Land. These are all noble financial goals for salespeople but they’re all dumb. In this video I’m going to explain the only financial goal that you should have and if you’re watching this video right now, you’re probably further away from it than you […]

Few things are as foundationally important to sales success as your value proposition statement. In just one sentence, it captures who your buyers are, what problems they’re facing, how your product solves that problem, and so so much more. And when constructed properly, it should drive nearly every action and strategy of a business. But […]

Look, everyone’s felt unmotivated at work at one time or another. But salespeople in particular struggle with a lack of motivation the most. And if you’re not motivated to sell, you’re not motivated to earn. So how do to stay on the course to success, even on those “blah” days? You sell by the numbers. […]

Over the past six years, The Selling Made Simple Academy has EXPLODED. 2000+ academy students, $992M earned by our members, more than 20 proven frameworks—and we’re not showing any signs of slowing down either. And it’s all thanks to how we make selling simple. Today we’re breaking down our unique sales methodology step by step. […]

Pop quiz hotshot—what’s your best channel for bringing in quality leads? Is it cold calling? Or email? Maybe LinkedIn? [Buzzer sound] Bzzzzzt. Wrong. Wrong wrong wrong. These are all okay sources. But they’re far from the best. It turns out it’s your own buyers that are the most superior source of leads. Because they open […]

[spp-player] All professionals use frameworks. A framework is a step-by-step process to achieve a predetermined goal. Well-defined frameworks separate professionals who win, from hacks that can only dream of success. A surgeon doesn’t guess their way through an operation. They follow a framework to remove the tumor. An engineer doesn’t use a hunch to decide […]

[spp-player] Make more calls. Send more emails. Knock on more doors. Use more technology. More! It doesn’t work. The problem for most salespeople isn’t that they need more. The problem is that they don’t know how to sell. At a certain point, giving a racing driver more power, more grip, more downforce doesn’t make the […]

When potential buyers start walking away from a deal, most reps do one of two things. 1) They re-emphasize the value of their product. Or 2) they offer a discount. Sometimes it works. Sometimes it doesn’t. But there’s a third option here too. And that’s down-selling. Down-selling is one of the most underutilized tools in […]

[spp-player] Everybody loves a remarkable story. The difference between an average story and a remarkable one is the amount of imagination that is captured. Remarkable stories take your buyers somewhere new. Remarkable stories aren’t always factual, but they are always consistent. Buyers have a tough time working out if the hero was called Barry or […]

In a perfect world, we would all make decisions based on logic alone. But the science tells us that the majority of our choices are influenced by biases—automatic modes of thinking we don’t even realize are controlling us. Better understanding these 8 cognitive biases lets sales reps like you get in the heads of your […]