Crunched Blog

This is a Guest Blog Post by Nicolas Woirhaye I just came through a fantastic study conducted by Corporate Executive Board. They interviewed 6’000 sales reps to find out the most effective sales profiles. The study concludes that there are 5 typical profiles of sales people: The Hard Workers: early at the office until late in the evening,… Read More

Topics: Crunched, Nicolas Woirhaye, rapport, relationship building, sales, salespeople

Sharon Drew Morgen returns for another Guest Blog Post The sales model ignores the buying environment all buyers live in outside of the purview of the seller. All buyers live in systems that must buy-in to a new purchase, regardless of the apparent need, and here is where sellers lose their sales. Let’s understand systems to begin… Read More

Topics: Crunched, relationship building, sales, Sharon Drew Morgen

VIDEO NOW AVAILABLE FOR THIS CLASS If you weren’t able to make it to last’s weeks Online Class check out the video. Parts 1, 2 and 3 are now available here. PART 1: PART 2: PART 3:   Interested in more classes? Check this one out or subscribe to our email update & invites to… Read More

Topics: relationship building, sales fundamentals

  As the old saying goes, people have to buy you before they buy your product. As sales expert Erik Luhrs explained last week in our online class, if you want to become a more successful seller it is essential that you build rapport with your customers. Rapport is about being in tune with your… Read More

Topics: relationship building

Mark Suster joined us a couple of weeks ago at an event called How to Design Stunning Sales and Investor Presentations with Jan Schultink. This video is Part 4 of Suster’s discussion on The Important of the Narrative, the question and answer session. There was so much great knowledge shared that evening from Mark, Jan… Read More

Topics: presentations, relationship building, storytelling, VC

We have been posting videos from our recent events that discuss the power of the narrative and the art of storytelling to increase your sales. To further illustrate this point and provide another sales expert’s opinion on the topic, here is an interview Geoffrey James did with Mike Bosworth. Next week we will be sharing… Read More

Topics: relationship building, storytelling

Mark Suster joined us a couple of weeks ago at an event called How to Design Stunning Sales and Investor Presentations with Jan Schultink. This video is Part 3 of Suster’s discussion on The Important of the Narrative. There was so much great knowledge shared that evening from Mark, Jan and Sean that we will… Read More

Topics: presentations, relationship building, sales pitch, storytelling, VC

Mark Suster joined us a couple of weeks ago at an event called How to Design Stunning Sales and Investor Presentations with Jan Schultink. This video is Part 2 of Suster’s discussion on The Important of the Narrative. There was so much great knowledge shared that evening from Mark, Jan and Sean that we will… Read More

Topics: presentations, relationship building, sales pitch, storytelling, VC

Over the next several weeks we will be sharing the videos and footage from our recent events, starting with the successful evening with Jan Schultink presenting on How to Design Stunning Sales and Investor Presentations. There was so much great knowledge shared that evening from Jan, Sean Black and Mark Suster that we will be… Read More

Topics: relationship building, storytelling

Did you ever notice that whenever you say NO in a conversation you stop the momentum, you creative friction?   Conversely, whenever you say YES you have the power to keep things moving, to create an easy flow of information.   Lesson: Just say YES! is one of the best tools in my repertoire.   I learned… Read More

Topics: relationship building, sales process