The “Mind What Matters” Blog
Only 10% Of Sales Professionals Are Experts At This Written by Joe Masi 6 Min Read Perhaps you’ve heard the quip, “We were given two ears and one mouth for [...]
Read More
The Types of Questions Your Customers Are Tired Of Hearing Written by Jeff Bittner 5 Min Read Not long ago we were having a training session with one of our [...]
Read More
The Two Elements Needed To Inspire Others Written by Dan Docherty 5 Min Read For those of you that partner with us as a client or Academy member, listen to [...]
Read More
Use This To Boost Your Sales Training Written by Matt Dentino 6 Min Read “The only thing worse than training your people and losing them, is not training your people [...]
Read More
Why Understanding This Can Eliminate The Need To Discount Your Price Written by Franc Godri 8 Min Read Early in my career, I had the privilege of living in Europe [...]
Read More
How To Get Prospects To Say YES In More Conversations Written by Joe Masi 6 Min Read I don’t know about you, but when given a choice to root for [...]
Read More
How To Retain Your Employees During The Great Resignation Written by Dr. Dan Docherty 6 Min Read At Braintrust, my colleague recently wrote a blog about a misunderstood skill that [...]
Read More
The Question To End ALL Conversations Written by Jeff Bittner 7 Min Read Sometimes, one question can change the entire dynamic of a conversation by eliciting information that otherwise would [...]
Read More
How To Prospect for Leads Correctly on Linkedin Written by Anthony Mussari 8 Min Read It is safe to say that the world we live in is becoming more and [...]
Read More
How To Effectively Eliminate Price As An Objection Written by Franc Godri 6 Min Read Early in my investment sales career, I worked for a mutual fund company that [...]
Read More
This Misunderstood Skill Will Help You Master Any Conversation Written by Joe Masi 5 Min Read Although I didn't know it at the time, I started a “sales career'' when [...]
Read More
The One Question to Ask When Your Prospect Says "No" Written by Jeff Bittner Have you ever had a prospect say “no” before you even explain who you [...]
Read More
Relational Climate Change - No Longer Optional Written by Dr. Dan Docherty The world is fighting for talent and what a mistake it is to lose talent [...]
Read More
Why Companies are Failing to Duplicate Great Sales Professionals Written by Jeff Bittner Last month, Indeed put out a list of the main characteristics that make up a [...]
Read More
Why Sales Teams Are Struggling to Perform in 2021 Written by Jeff Bittner Over the last year, 2 dominant themes have surfaced for most businesses; almost regardless [...]
Read More
Master the Playbook - Situational Fluency Written by Dr. Dan Docherty Over the years, our clients have asked us a very important question. This question has been asked [...]
Read More
Psychological Safety – Free to Frozen Written by Dr. Dan Docherty There are moments when I realize that a topic for a blog might come at the exact right [...]
Read More
Purpose Filled Credibility Written by Dr. Dan Docherty When someone asks you about your personal strengths, do you describe communication as a top skill? I was [...]
Read More
The Formula for GREAT Questions Written by Jeff Bittner How do you create a GREAT sales question? That’s easy…you intentionally structure the question so it shows understanding, a focus on [...]
Read More
The GOOD Question Killer Written by Jeff Bittner Have you ever found yourself in a moment where you incorrectly judged a situation because you chose not to be curious? [...]
Read More
Conversation Curiosity by Dr. Dan Docherty Like most Americans, I was introduced to the concept of “binge watching” over the past 18 months. This is the act of watching a [...]
Read More
The Teeter-Totter- Balancing Live and Virtual Exchanges by Dr. Dan Docherty Have you noticed that people are back? As I was watching the PGA Golf Championship a few weeks ago, [...]
Read More
When you are preparing to meet with a new client, everyone has their own little rituals they go through prior to that sales conversation. Some sales professionals take a few [...]
Read More
Are you a leader? The “Mind what Matters” blog this week is targeted at anyone that has even one person that they are entrusted to lead and develop. Regardless of [...]
Read More
Let’s start by identifying what a “Good” customer question is... A “Good” question is effective at getting information that helps steer the conversation where you want it to go and [...]
Read More
This morning I was at my desk working on a “heads down” project. You know the kind…where you are focused on nothing but the project at hand. As I was [...]
Read More
Once there was a business professional who was highly trained to communicate with product or solution expertise. Each day as she grabbed her briefcase and headed out for her daily [...]
Read More
What is a wake-up call? When you consider it, there are many different types. According to Merriam-Webster, a wake-up call is something that serves to alert a person to a [...]
Read More
Last weekend, we, along with a group of our dearest friends, decided to spend a Saturday afternoon making candles. Before you pass judgment, let me put it out there that [...]
Read More
As I write this blog, it is a cold winter morning in the Midwest. For those of us who live in cold areas, is there anything worse than being out [...]
Read More
