Wordsmithing (2) "Erotema"
You haven't heard of "erotema" - but you know what it is. The Romans defined it as asking a question not for the purpose of eliciting an...
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Kevin Legg
Feb 25, 20232 min read
Wordsmithing (1) "Anitmetabole"
Antimetabole During a meeting last week, I heard the phrase "It's not the size of the dog in the fight, but the size of the fight in the...
Kevin Legg
Feb 20, 20232 min read
How painful is pain?
How painful is pain? A child falls from her bike and hits her head. Through tears, she says, “It hurts real bad.” A builder hits his...
Kevin Legg
Feb 11, 20233 min read
I and Thou
Management and Leadership are slippery words. Most of us rely on a loose understanding of them because like the majority of business...
Kevin Legg
Jun 5, 20224 min read
Let’s Retire “Objection Handling”
Objection Handling isn’t ‘handling’ and doesn’t deal with ‘objections.’ Sales theory is full of ambiguous, overwrought and imprecise...
Kevin Legg
Apr 23, 20224 min read
Demystifying Small Talk, Pt.1
Small talk is essential to business in general, to meetings in specific, and to meeting openings most especially. Still, almost no one...
Stephen Gonzalez
Jan 21, 20222 min read
LinkedIn Industries List & Rankings (2022)
There are 149 industries in LinkedIn. Which one are you in? In 2021, LinkedIn's total network size grew from 428M members in 2021 to 463M...
Stephen Gonzalez
Aug 19, 20211 min read
Are You A Trusted Advisor?
Click here to take the free assessment (takes about 5 minutes)
Kevin Legg
Apr 27, 20218 min read
How To Talk About Alternatives
When mediocre sales professionals consider why they lost a “perfect” deal, they ask: “Which competitor beat us?” and then satisfy...
Kevin Legg
Apr 15, 20213 min read
What are SMART Objectives?
The difference between an ordinary objective – one we might set at the start of the year, or of the week, and a SMART Objective is that...
Stephen Gonzalez
Feb 23, 20218 min read
How To Talk About Timelines
This article was co-written by Kevin Legg and Stephen Gonzalez. When most salespeople talk about deal timelines, they ask their...
Stephen Gonzalez
Feb 10, 202111 min read
The Step-By-Step Guide To Sales Forecasting
This article will teach you how to initiate and start running an effective Weekly Sales Forecast Meeting from scratch.
Stephen Gonzalez
Jan 20, 20212 min read
LinkedIn Industries List & Rankings (2021)
LinkedIn has 428 million members. Find out how those members break down across 148 industries!
Stephen Gonzalez
Oct 30, 20204 min read
Email Variables: The Company Natural Name
This article will help you understand a Company's Natural Name. This is a commonly used email variable when sending cold sales emails.
Stephen Gonzalez
Aug 14, 202016 min read
The Predictable Revenue Implementation Guide
The article breaks down Aaron's Ross landmark book, Predictable Revenue, into a simple, 4-step implementation guide.
Kevin Legg
Aug 7, 20208 min read
How To Talk About Budget
Kevin Legg breaks down the problem with how salespeople ask clients about Budget, and how you can improve your conversations moving forward.
Stephen Gonzalez
Jul 13, 20205 min read
Advanced LinkedIn Searching: How To Use Filters, Boolean Search & Xray Search
How to use filters, Boolean search and Xray search to find contacts and prospects on LinkedIn.
Stephen Gonzalez
Jul 12, 20202 min read
LinkedIn Industries List & Rankings (2020)
A complete list of all LinkedIn industries and their rankings (from largest to smallest).
Stephen Gonzalez
Apr 25, 202010 min read
Book Summary: Negotiating The Impossible
This is a book summary of Deepak Malhotra's 2016 book "Negotiating the Impossible".
Kevin Legg
Apr 24, 20209 min read
Book Summary: Getting To Yes
A book summary of "Getting To Yes" by Roger Fisher & William Ury.
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