Selling The Sage Way

A fun little story about the inspiration of the company name and logo.  It's not what you think.

Learn the challenges of the modern day SaaS seller or sales organization.  Buyers are more sophisticated than ever, there is "Hyper-Competition" amongst vendors competing for wallet share, and sales talent (AE's, SE's, Mgt) is super scarce.  

Mutual Outcome Plans (MOP's) can help you enhance your qualification skills and selling process.  Learn how to leverage MOP's to drive higher quality opportunities for you and your company.

The best sales people realize their time is critically important.  They want to make sure they are working on the "right" deals that are going to yield the greatest return on their investment.  Getting to "no" quickly is a skill required in order to get to "yes".  Listen to this short episode to understand what I mean.

My students greatly benefit from my training.  However, there is a small minority that have the desire to best at the top of the leader board consistently.  They treat their sales profession as a craft and are always working on it.  Listen to this episode to find out what they are doing that sets them apart and allows them to make seven figure commissions.

"If you cannot be with the one you love, love the one you are with" (Crosby, Stills, Nash & Young).  Not only is this a great song but an awesome selling tactic.  Listen to this short snackable podcast to learn why and how to leverage.

The best negotiators are first and foremost the best sellers.  I share some lessons learned, strategy and tactics that come from closing thousands of transactions and negotiating billions of dollars in software licensing.

The best sales people, especially early in the sales cycle, do the least amount of speaking but have the greatest amount of impact, per word, when they do.  This episode focuses on the skill of "active listening" and why it's important that your customer makes the first presentation during the selling cycle.

This episode briefly describes the four components (vision, guiding principles, dynamic methodology, conversational selling intelligence) that make up the Sage Customer Centric Selling Framework and why they are critical to institutionalize across your selling organization.

Your vision of becoming your customer's "Trusted Advisor" must be anchored in certain beliefs or principles that guide your actions as a seller.  This podcast describes the importance of having those beliefs and how they become your sherpa on the journey to trusted advisorship.

An episode detailing the selling challenges for modern day SaaS sales organizations and how "next level" sales organizations are overcoming these challenges by evolving into "Trusted Advisor" status with their customers.