Adam Honig

How to Close a Deal with a Prospect You Don’t Like

(reading time: 3 minutes) Some people’s personalities just don’t mesh. This is even true in sales, despite the stereotype salespeople have of being social chameleons. But, in sales it’s crucial that you are able to work with people who have personaliti...

How to Rebuild a Customer’s Trust

(reading time: 3 minutes) It’s much harder to win back a customer’s trust than it is to maintain that trust. I’d advise that you avoid this situation if at all possible, but it’s going to happen at some point or another no matter how careful you are. H...

Setting Mini-Goals for a Big Impact

(reading time: 2 minutes) Salespeople tend to have an abundance of long-term and extremely lofty goals. Many salespeople want to be a millionaire before they turn 40, or to drive a Maserati by the same age. But, far fewer actually reach these goals. Th...

Gaining from Giving: The Law of Reciprocity

(reading time: 2 minutes) In sales, your career depends on your ability to get people to take action. You need prospects to open your email, answer your call, continue the conversation, and ultimately, buy your product or service. Sometimes it can feel...

How I Became a Salesperson (The Honest Truth)

(reading time: 2 minutes) Let me tell you the honest truth about how I became a salesperson, after studying philosophy in college. The fact is, I didn’t really know what I wanted to do in “the real world.” I saw my friends apply to graduate school out ...

Why I Never Reply to Your Terrible LinkedIn Messages

(reading time: 3 minutes) I accept everyone that requests to connect with me on LinkedIn. As a result, I get about 15-20 LinkedIn messages every single day, and I virtually never respond. This insane influx of LinkedIn messages probably stems from the ...

7 of the Craziest Cold Call Opening Lines that Actually Work

7 of the Craziest Cold Call Opening Lines that Actually Work We use cookies to make interactions with our websites and services easy and meaningful, to better understand how they are used and to tailor advertising.By continuing to use this si...

How to Ask for a Customer Reference (and actually get one)

How to Ask for A Customer Reference (and actually get one) We use cookies to make interactions with our websites and services easy and meaningful, to better understand how they are used and to tailor advertising.By continuing to use this sit...

The 5 Worst Things My Sales Manager Ever Told Me

The 5 Worst Things My Sales Manager Ever Told Me We use cookies to make interactions with our websites and services easy and meaningful, to better understand how they are used and to tailor advertising.By continuing to use this site you are ...

How to Have a Kick-Ass Sales Kick-Off in 2019

Sales Managers, How to Have a Kick-Ass Sales Kick-Off We use cookies to make interactions with our websites and services easy and meaningful, to better understand how they are used and to tailor advertising.By continuing to use this site you...

6 Closes To Help You Crush Your Sales Goals in 2019

6 Closes To Help You Crush Your Sales Goals In 2019 We use cookies to make interactions with our websites and services easy and meaningful, to better understand how they are used and to tailor advertising.By continuing to use this site you a...

The Hardest Things About Being a Salesperson

The Hardest Things About Being a Salesperson We use cookies to make interactions with our websites and services easy and meaningful, to better understand how they are used and to tailor advertising.By continuing to use this site you are givi...

How Sales Leaders Can Prepare For a New CRM

How Sales Leaders Can Prepare for a New CRM We use cookies to make interactions with our websites and services easy and meaningful, to better understand how they are used and to tailor advertising.By continuing to use this site you are givin...

How to Spot a Salesperson from a Million Miles Away

How to Spot a Salesperson from a Million Miles Away We use cookies to make interactions with our websites and services easy and meaningful, to better understand how they are used and to tailor advertising.By continuing to use this site you a...

10 Surprising Sales Stats You Don’t Know About Prospecting

10 Surprising Sales Stats You Don't Know About Prospecting We use cookies to make interactions with our websites and services easy and meaningful, to better understand how they are used and to tailor advertising.By continuing to use this sit...

My Big Sales Pitch Fail (And How to Avoid the Same Fate)

My Big Sales Pitch Fail (And How to Avoid the Same Fate) We use cookies to make interactions with our websites and services easy and meaningful, to better understand how they are used and to tailor advertising.By continuing to use this site ...

When Good Salespeople Do Bad Things: 5 Things You Should Never Do

When Good Salespeople Do Bad Things: 5 Things You Should Never Do We use cookies to make interactions with our websites and services easy and meaningful, to better understand how they are used and to tailor advertising.By continuing to use t...

Identifying Your Target Sales Market In Today’s World

(reading time: 4 minutes) Targeting your sales market is now easier and more precise than ever before. This is because we have 21st-century tools-of-the-trade that provide more access to markets, prospects, and ultimately, sales. You just need to know ...

How to Craft the Perfect Elevator Pitch

(reading time: 3 minutes) An elevator pitch is a short overview of your business, products, or services, and is typically used in business settings such as face-to-face networking. It is meant to convey important information to your listener, and to co...

Cloudy with a Chance of Prospects: Sales Forecasting in the Digital Age

(reading time: 3 minutes) Sales forecasting has always played a major role in the sales process. Since the dawn of trade, merchants have always had to predict their future sales. These predictions affect the work that needs to be done in order to meet ...

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