I love Thanksgiving. Family. Friends. Football. FOOD. A chance to exhale and rest after sprinting through the Fall Selling Season. All the fun of a giant holiday without the shopping and gift-giving and gift-receiving stress. Like many of you reading this, I ran hard this year – as hard as I’ve ever run. More work. […]
It is surprising how few sales organizations ask their people to draft annual sales (business) plans. For fifteen years I I’ve witnessed the power of having every member of the sales team write, and when possible, present, business plans to sales management, senior execs, or even better, to the members of sales team. Why Individual
Why Salespeople Should Write and Present Individual Business Plans Read More »
Last April, Jeb Blount, Mark Hunter, Anthony Iannarino and I launched the first OutBound Conference (pictured above). It was a sales conference for salespeople and sales leaders who wanted to take ownership of creating their own sales opportunities, responsibility for filling their sales funnels, and to experience success bringing in record amounts of New Sales. We were
I hope your Fall 2017 Selling Season is off to powerful start. Like you, I am running hard to maximize impact during this critical time of year and I’m sure that many of you fellow road warriors can relate. I’ve been on so many planes and in so many hotels recently that it’s been difficult remembering
3 Very Different Companies with 3 Very Similar Sales Challenges Read More »
I’m in the midst of an engagement that is so energizing and so rare that I cannot not share it with you. My typical rule is to protect confidentiality and not to divulge my clients’ identities, but this particular company has been very public about both their major initiative, and my involvement. So I’m free
No, your mother didn’t get me to write this post! But after leading many many workshops and speaking at tons of sales team meetings this year and then observing sales team members afterward at the hotel lobby bar, I feel compelled to challenge you on this topic. Who are you hanging out with from your
Are You Hanging Out with the Winners or the Whiners on Your Sales Team? Read More »
Every once in a while I see or hear something completely unrelated to sales that I feel compelled to share with you. This is one of those times. 29 years ago at The University at Albany, I met Chris Edom as he was was rushing the business fraternity when I was rush chairman. We’ve been
Seven years ago I discovered Anthony Iannarino as I was trying to figure out whom to follow on twitter and which sales blogs to read. The rest, as they say, is history. He’s not just a good friend and someone I greatly admire for his huge brain and wicked discipline (seven straight years of daily
A Very Different Take on “Closing” From Today’s Top Sales Improvement Expert Read More »
It’s hard not to love Jordan Spieth. I’m not even a very big golf fan, but like many others, I have been so impressed by Spieth’s professionalism, demeanor, skill, grit and game. When interviewed or during press conferences, he comes across with the maturity of a 40 year-old. He’s not quite yet 24. On Sunday
Two Powerful Life Lessons for Sales Managers and Salespeople from Jordan Spieth’s Caddie Read More »
Take Real Vacations I’m just back from a family vacation on the Oregon coast where I stayed about 97% off the grid. The only online activity was posting a few photos on Instagram because the sunsets into the Pacific were too good not to share. I feel like a new person after getting away from the
Take Real Vacations and Stop Whining That You Can’t Sell in the Summer Read More »
