I have worked with way too many salespeople whose single biggest challenge is that they live in reactive mode. They sit and they wait. They wait for a lead. They wait for a customer to raise its hand and make a need known. Instead of proactively working their strategic target account list, they wait to […]
The Most Valuable Salespeople Don’t Wait for Opportunities; They Create Them Read More »
I love what I do and can’t believe that I wake up everyday and get to do my favorite thing in business — helping salespeople and sales teams win more New Sales. The past few years have been an amazing journey and I couldn’t be more thankful to those who have supported my content and
My Absolute Best Work to Help You Win More New Sales Read More »
Fridays are good for reflection and I have a few thoughts to share while flying home from Newark after leading a workshop for regional sales managers. We are now halfway between U.S. Labor Day and Thanksgiving – the Fall Selling Season. I see many sellers truly sprinting hard, locked-in on advancing every opportunity in their
Simple Sales Truths (that work) vs. FOMO Read More »
In my last post, I made the bold statement that in order to become more productive at work AND to improve our quality of life, we must become more selfish (in a good way), and more focused on the very few things that truly move the needle – that increase productivity. Productivity, or the lack thereof,
Most of us are overwhelmed, overworked, and most definitely over-connected. As a consequence, the salespeople, sales leaders, and even the senior executives I work with, tend to be under-focused, under-disciplined, under-rested, under-vacationed, and unfortunately, under-productive. I get it. There is always something urgent, and there are what feels like a ridiculous number of requests and
To Increase Both Your Productivity and Quality of Life… Read More »
Those who read my content know that it’s a pretty darn rare day when I venture into the land of sales tools. And that’s very intentional. There are so many tool providers and an abundance of qualified sales experts (two of my favorites are Miles Austin and Nancy Nardin) reviewing and recommending tools, that I typically stay
Where is Your Strategic, Finite Target Account List? Selecting “Targets” is the first step in the New Sales Driver framework outlined in New Sales. Simplified. Selecting Targets is first for a reason. It’s one of the very few chances we (in sales) have to be strategic. If we’re really honest, most of what we in
Where is Your Strategic, Finite Target Account List? Read More »
We made it! 2017 is in the books. Some of us are celebrating great victories and much success; some are licking our wounds thankful to have survived. But all of us, regardless of circumstances, are here on the doorstep of another new year. No, there is nothing magical about turning a calendar page, but I think
There are just a handful of must-read new books each year that I pass along to you. I just finished an advance copy of one that should be your first read of 2018! For almost 20 years, I have been fans of legendary leadership experts and authors, Jim Kouzes and Barry Posner. One of my
If You “Stop Selling and Start Leading” Good Things Will Happen! Read More »
