How does your sales team uncover buyer intent. And why does it matter?

The #1 discovery question most salespeople aren’t asking isn't “What is your budget?” but “How did you come up with it?” This question uncovers buyer intent, giving your salespeople insight into where your prospect is in their internal buying process and how they can best help them.

It's a common pain point for founders - you're stuck doing all of the selling for your startup, putting out fires daily in the sales process. But you know you need to be working on higher-level business strategy, not just working in the business day-to-day.

So how and when can you start to remove yourself from the repetitive sales grind and focus your energy on scaling the business?

This is the story about how a frozen chicken turned an entire sales team around.

Quarter after quarter the team was struggling to hit its number. Nothing was working.

Until their manager rolled out a weekly sales contest where the winner each Friday was awarded a frozen chicken.

Here’s one simple lesson I learned from stand-up comedy:

Your stories don’t have be about what you’re selling to inspire your prospects.

This story is about our family vacation to the mountains during the pandemic. Yet at the end, I'm able to segue into the topic of sales.

Budding circular economy innovators shine at NextCycle pitch event

The program held its 2023 showcase and pitch competition, spotlighting 10 startup teams vying to transform the state's recycling and composting infrastructure and a grand prize of $5,000. Hosted by yours truly.

Want to be a better salesperson? Think like a stand-up comedian.

Here’s 5 comedy tips that will help you differentiate from the competition, build stronger relationships, and win more deals!

Two juicer salespeople are working on 2 different sides of the mall. They look the same, sound the same and are working from the same pitch.

The juicer salesperson on the west side of the mall nails her presentation and flawlessly hands out juice samples.

The juicer salesperson on the east side of the mall also nails her presentation, but while pouring juice samples, spills, makes a mess, and then recovers the best she can.

Who do you think sells more juicers?