by Robert Gillette | Nov 28, 2022 | Studying Sales
When it comes to new MRR, every MSP will say they need more leads. They’ll say, “When we get the at bat, we usually win… but we need more at bats.” While this might be true, it’s usually not the whole story. When it comes to sales and...
by Robert Gillette | Oct 31, 2022 | Studying Sales
“As soon as you hit an objection, you just go back and change a bunch of stuff [in your tech stack], rather than learning how to overcome the objection… You change the external factors as to why you’re not selling, rather than addressing the internal...
by Robert Gillette | Oct 10, 2022 | Studying Sales
“You know I had a lot of confidence in you when you started here. That confidence has been dashed. I don’t actually believe in you. I don’t think you know how to do this. But your sales manager seems to think that you can so I’m gonna let you...
by Robert Gillette | Sep 19, 2022 | Studying Sales
Douglas Cole has been working at LinkedIn since 2019. He sold enterprise software, and eventually ended up leading a team of salespeople. We talked about his new book The Sales MBA, and one of my favorite topics of achieving Plausible Objectivity. Podcast: Play in new...
by Robert Gillette | Jul 18, 2022 | Studying Sales
Podcast: Play in new window | Download I started this podcast over a year and a half ago, and it has been an amazing journey so far. Listen to this update episode to get an idea of what’s coming next, and where you might be able to get more!...
by Robert Gillette | May 9, 2022 | Studying Sales
Matthew Cahill is the President & Principal Consultant at The Percipio Company. He’s one of my favorite people, and one of the few people who sells bias advice that cultivates belonging. In this episode, we’ll cover the 5 most common biases that...
