Archive for Disruptive Sales

How to Introduce Yourself So People Want to Talk with You

When you introduce yourself, what do you say that triggers conversations with the right people? Here’s one of the best

Read more →

Creating value: Six questions that establish value in every sales and leadership conversation.

Creating value: Six questions that establish value in every sales and leadership conversation. At the beginning of the conversation, ask…

Read more →

How to Close Your Customers: The 7 P’s of Risk Reduction

How to Close Your Customers: The 7 P’s of Risk Reduction This conversation originally published here. Michael Yorba:             Welcome to CEO

Read more →

Prove You Can Do it and Customers Buy

Perceived risk stops your sales, cold. When your prospect wants to buy from you, but they don’t, it’s often because

Read more →

Profitably Pivoting with Changing Business Models

Varnex Fall 2017 Main Stage Keynote The world changes faster than you can imagine, it’s not business as usual. Changing

Read more →

Why Your Product Only Makes Up 10% of Your Success

Your product only makes up 10% of your success. Surprised? Learn more with @jim_brown on the Sales Tuners podcast. https://www.salestuners.com/mark-s-a-smith/

IT Nation 2017 Resources

I’m honored to present for the fourth year at what I consider to be the premier IT reseller event, ITnation,

Read more →

Sell Way More With a Playbook

Sell Way More With a Playbook Every sports team has a playbook. It shows the team how to make the

Read more →

Jokers Can Kill Deals

Jokers Can Kill Deals My high-school class voted me “wittiest” in the senior superlatives. That’s a label that I’ve tried

Read more →

Why Customers Pay Attention to You

Why Customers Pay Attention to You Do you know why your customers pay attention to you? Do you REALLY know why? There

Read more →