Future of Selling
All things AI & Sales
One afternoon, I was working in my home office when I heard a faint, irregular drip.
I followed the sound into the bathroom, opened the doors under the sink, and found a small leak. My first move was...
The question I get from many sales leaders and business owners is simple but hard to answer:
“How do I keep my team motivated?”
Some reps chase easy deals and ignore the hard work of discovery. Oth...
Wait, wait, wait,...it's not what you think. Here me out...
Most sales deals do not die because of a competitor. They die because the buyer does nothing.
- “Let’s talk next quarter.”
- “We’re not re ...
I recently came across the well-known story of the six blind men and the elephant while developing a sales training day for a technology company whose salespeople are experiencing problems with long ...
TLDR; "Why finding an experienced, no training needed, cheap, low-maintenance, and ready to jump salesperson is a fantasy that’s costing you revenue."
I get the same question almost every week from b...
How to Sell an Innovative Product Into a "Low-Value" Market
Short answer: To sell an innovative product into a market labeled "low value," do three things. Position your product as the bridge that mo...
The Real Reason Some Salespeople Hit Quota While Others Don’t
You’ve seen it. I’ve seen it. We’ve all seen it happen in sales.
Two reps. Same product. Same territory. Same brutal economy.
One c...
How to Be Instantly More Persuasive in Sales: The "Weighted Reason" Technique (Backed by Harvard Research)
TL;DR: Adding a short reason to any claim — using bridges like "because…," "here's why…," or...
The 9-Step HVAC In-Home Sales Process: How to Present, Propose, and Close More Deals
A field-proven framework for HVAC technicians to educate homeowners, present repair vs. replace options, and ...
Victor Antonio is a globally recognized sales trainer and consultant with a B.S. in Electrical Engineering, an MBA, and a 20-year track record as a top sales executive and ultimately serving as Presid...
In today's highly informed market, sales professionals constantly face the “Good Enough” Trap. Your prospect, empowered by tools like Google, YouTube, and ChatGPT, is a pragmatic buyer who defaults to...
