Author Archives:
April 18, 2021
4 Simple Ways for Sales Leaders to Stay Sharp in 15 Minutes Per Day
I was recently asked a great question while on a call with (an American) executive in Japan who is going through the Sales Management. Simplified. Video Coaching Series. He asked what he could do in 15 minutes per day to sharpen his acumen as a sales leader. What a great question – and one I’ve never […]
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April 15, 2021
This Exhortation to Undergrad Sales Students Applies to All of Us!
The student leaders in the phenomenal sales program at Kansas State University (read about it in Chapter 11 of Sales Truth) asked me to lead a session covering “How to Get Your First Promotion.” It was a great request that forced me to reflect back on the early days of my career and others’ successful careers […]
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February 27, 2021
A FIX for two of your biggest sales challenges (lack of new opportunities and getting commoditized)
From my work with hundreds of sales teams across dozens of industries, it sure seems like these are two of the biggest challenges most sellers and sales teams face:Lack of success creating new opportunities and filling the top of the funnel (pipeline).Getting commoditized and viewed/treated as nothing more than a “vendor” instead of as value-creators, […]
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February 22, 2021
6 Practical Tips to Power-Up Your Prospecting
It’s pretty safe to assume that just about all of us in sales and sales leadership agree that we’d like to see salespeople securing more meetings with prospective customers.However, the method for HOW sellers should go about securing those meetings is an area where this is a surprising amount of disagreement. Several episodes of my recently […]
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January 25, 2021
Virtual Selling & Sales Management with Expert Jeb Blount + Your Questions About Prospecting
I hope your 2021 is off to a fast start as we enter week four! I’m having a blast leading what feels like back-to-back-to-back-to-back virtual kickoff meetings for client sales teams. Two things for you this Monday Morning: First, my friend, sales expert Jeb Blount (who is a prolific bestselling author and “the hardest working man in […]
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January 4, 2021
You Have a Critical Choice on This 1st Business Day of 2021
Not sure there’s ever been more collective agreement on a single topic than the universal desire to close the book on last year and put 2020 in the rear-view mirror! The good news? It’s over. Congratulations. You made it. The even better news? Sales Friends, there is light at the end of the tunnel! You are going to […]
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December 11, 2020
How a Top Sales Producer Prospects, Owns Process, Beats Procurement & Consistently Makes New Sales
If you’re in sales, care about sales, lead a sales team, or run a business, you will love this conversation with a legit, proven, true-blue A-player salesperson who’s a perennial top producer. In fact, the only group who will not benefit from or enjoy this are procurement people! In this gripping conversation, my sales rockstar guest, Dominic Testo, and […]
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December 7, 2020
Before Your Write Your 2021 Business Plan, Ask These 3 Questions
‘Tis the Season for salespeople to draft their business/sales plans for the upcoming year. There is so much good derived from the process of preparing, writing, and presenting annual plans that it’s hard to understand why it’s not mandatory! I won’t take up space here attempting to sell you on the powerful benefits, but if you […]
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December 5, 2020
A Fun Announcement and a Powerful Episode: Tackling These 2 Issues Transformed Sales Results
It’s only been a few days since we announced the launch of the Sales Management. Simplified. Podcast and we’re absolutely blown away by the reaction and messages Episode 2 has generated! I love podcasts. I love listening to them for entertainment, ideas, and for my own professional development. I also love being a guest on other […]
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December 2, 2020
An Anniversary Celebration for Sales Leaders
Time flies. It is hard to believe it’s been five years since the release of Sales Management. Simplified. To THANK SALES LEADERS for making it the best-selling, most reviewed, and most highly-rated sales management book of the past five years, we’re throwing a massive 5th Anniversary Celebration to celebrate… sales leaders! SALES LEADERS are the key – […]
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