Finding and Engaging Prospects
Brendan McAdams

‘Passive’ Lead Generation

Invest in your network. And invest in establishing your expertise and experience. Because a significant percentage of leads can come in through connections you didn’t know you’d made.

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Negotiating and Closing
Brendan McAdams

Your Price Is Too High

Customers want value. They want to pay X $ (or ¥or£ or whatever)and get >1X in value. So when they state “Your price is too high,” they’re simply saying that they haven’t been convinced they will get >1X back.

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Enterprise Sales
Brendan McAdams

Enterprise Sales: Why Is It So Hard?

and get the market recognition that comes with landing a prestigious Fortune 500 customer, having an enterprise sales strategy can be a game-changer…

But before diving in headlong and investing the extensive time, effort, and whatever patience you can spare, you must understand all that is required and the challenges that stand in your way.

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The difference between sale and sell
Articles
Brendan McAdams

How to Think About Sale vs. Sell

Being a salesperson by profession and someone fascinated by the psychology of sales, words like sale and sell naturally intrigue me.

As simple as it may sound, the significance of sale vs. sell is worth some examination for those of us dedicated to the craft of sales.

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Articles
Brendan McAdams

Do You Jump?

Leaving the perceived safety of company employment isn’t for everyone. And it warrants some serious thinking before making the leap. But for many people, that opens up almost infinite opportunity.

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Coaching tech startups
Brendan McAdams

Big B2B ≠ Everyone

Selling to large enterprises is hard. Sales cycles are protracted and unpredictable.  Product requirements will be extensive and demanding. You’re selling to multiple different personalities,

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Better Sales Calls
Brendan McAdams

Paint the Picture

Assumptions can be a dangerous thing. I was in a preparing for a follow up sales call with marketing people at one of the premier

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Articles
Brendan McAdams

This is a Test

Here’s a question. How does one get better? How does one improve at something? (Okay, that’s two questions.) Here’s how you don’t improve. Keep doing

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