Here's The Big Idea: If you’ve been in sales or sales leadership for at least the past 5 years, you already know that the standard and traditional methods used in our profession have changed. It’s tougher to get people to respond to emails. It’s even tougher to get people on the phone and actually have a “selling conversation” And when you do finally get a pitch, the buyers you speak with are more savvy, more educated, and more on guard against the same tired sales techniques of the 90’s that are being used against them. Trial closes? Tie downs? Alternate choice closes? Get real. It’s 2019 and way too many sales teams are still clinging to those antiquated toolsets. Sure, using LinkedIn, social selling, and AdWords helps find the right people. But what happens when you get them live? Buyers have changed and become more cold and digital. And so we have to change with them which is why we need to craft and perform new methods for closing deals. These are methods that are proven in the wild and that close business.