Grumpy Cooking #2: Chicken For Cantankerous Old People

Do you have a relative who stands out in your mind as being old and mean? Maybe he was embittered by years of being unable to sleep through the night without getting up to piss. Could be that she was forced by society to abandon her dream of solo-sailing the globe to raise 12 children […]

Grumpy Cooking #1: Bribery Brownies

The inaugural Grumpy Cooking recipe. Need help moving, but too poor for pizza and/or beer? Did you forget an anniversary, holiday or birthday (again)? Want people at work to like you without having to talk to them? Did a child in your life hear you say a naughty word that would get you in trouble […]

How To Sales #15: Increase Sales Credibility with High Value Touches

*Ring Ring* -pickup- “Company G, Frank speaking.” “Hi Frank, this is Christian from HowToSales- I just wanted to check in to see how you were doing. Is there anything I can do to help out? “Nope, we’re good.” “Ok, great. Thanks!” -click- What a waste of time- for both of us. Low value touches like […]

How To Sales #14: How to Find the Best Sales Jobs (for you!)

Whether you’re just starting to look for a career or are a seasoned pro looking for a change- knowing where and how to find your next sales job requires a unique set of skills. First: Preparation Going into a job hunt like Officer John McClane vacations around the holidays is a good way to end up […]

How To Sales #13: How to Use CRM to Ruin Your Sales

Let’s face it- you’re too busy. You’ve been working hard and your account list is starting to look like the yellow pages for your territory. With all that work and money you’re making- how are you supposed to have time for the important things- like napping under your desk? Here’s some tips so you can […]

How To Sales #12: The Fundamentals- Sales Skills for 21st Century Selling

Thanks to Cole (@COLESLAW927) for this week’s topic. I’ve talked before about core sales skills and how to develop personal sales strategies– and today I want to talk about tools and processes. The most persuasive, highly skilled salesperson in the world will do a poor job without the tools and habits that lead to success. […]

How To Sales #11: How to Negotiate (the boring, effective way)

Negotiation as a sales skill is commonly thought of as the ability to sway your customer onto your way of thinking- regardless of needs. Sleazy salespeople are experts at this. They use cheap conversational tricks and common logical fallacies to try and force agreement and get the win. Fear tactics and selective inflexibility are their […]

How To Sales #10: How to Become a Sales Closer

Thanks to Rob (@Recast_Rob) for the idea for this week’s topic. To the inexperienced- closing the deal can be one of the most difficult parts of the sales cycle. When should you ask for the purchase? How can you accurately predict which deals will close and when? What do you actually need to say to […]

How To Sales #9: 5 Reasons Why Your B2B Inbound Leads Suck

Admit it, they do. Whether you bought them to line up to your cold-callers or they volunteered their information and requested a callback- you still need to improve your hit rate. Here’s 5 things you’re doing wrong- and how to do them better. 1. Your qualification isn’t qualified. As I’ve said in previous posts, proper […]

How To Sales #8: How to be a Scumbag Salesperson

We’ve all met them- the used car guy who refuses to tell you the price until you’re at the negotiating table. The telephone solicitor who calls promising free cruises during dinner- twice. The office jockey who bounces from job to job, promising whatever it takes to make the sale- and then running for the door […]