The Sales Kickoff Meeting Season for 2017 is nearing its end. I’ve been privileged to speak to many sales teams across North America over the past six weeks, and there’s still one GIANT kickoff meeting remaining on my calendar. The good news is that you’re invited, it’s virtual, and you can attend from anywhere on […]
It’s a pretty good bet that your Super Bowl spread won’t be as healthy what’s pictured above! And if you’re in sales, whether as an executive, sales manager, or individual producer, it’s also a safe bet that there are higher-value uses of your time on Sunday than watching seven hours of pre-game shows. Hence, the timing
Super Bowl Weekend Brain Super Food Read More »
Consider this a belated New Year greeting my friends and followers. Hard to believe we’re four weeks into the year! Hope you’ve had an outstanding and highly productive January. My biggest challenge has been trying to remember where I parked in the airport garage and what hotel room I’m in from night night as the month
Some of My Best Blunt Thoughts on Sales Culture (Podcast) Read More »
Happy Last Business Day of the Year! The week between Christmas and New Year’s is always a bit odd. We bounce between celebrating important religious holidays, visiting with family and friends, sprinting to close deals to finish the year strong, wrapping up year-end financial matters, and reflecting both on the year that was and the year to
My Year-End Promises, Politics?!?! and a Very Powerful Podcast Read More »
I’ve got bad news and good news about your prospecting call. The bad news is that, most of the time, regardless of how well you’ve done in the early stages of the prospecting phone call (right mindset, good voice tone, great start, and compelling, customer-issue-centered, value-dripping mini statement), it’s highly likely that the first request
Yes, it really has been a month since the last post in this series. My apologies for the delay; I have been sprinting (flying) toward Thanksgiving with events scattered from New Hampshire to Lake Tahoe, Philadelphia to South Padre Island, Chicago to New Hampshire, St. Louis to Boston, and Jersey City to Jacksonville in just
Telephone Prospecting Tips #3: Two Phrases to Get the Call Off to a Great Start Read More »
In the first article of this series we covered how our attitude and mindset toward the phone and prospecting affect our performance. Today I want to tackle the first critical factor after we get our minds right and actually pick up the phone: voice tone. How you sound matters. A lot. Many of you may
Prospecting is back! Who would’ve thought that good ole traditional prospecting and picking up the phone to proactively call (and interrupt) prospects (without permission) would become so popular again? Heck, for all the abuse and lies heaped upon prospecting and prospectors the past five years, I’m surprised that we even have phones anymore let alone
Telephone Prospecting Tips Article #1: Getting the Right Mindset and Attitude Read More »
I’ve got two announcements for you: First, I’m kicking off a new series of blog posts focused exclusively on telephone prospecting with the goal of helping you absolutely master the phone to increase the number of meetings you secure. We’ll cover everything from our attitude and mindset when it comes to picking up the phone
New Series on Telephone Prospecting / An Invite to Meet Iannarino & Me in NYC Oct. 17 Read More »
I asked renowned storytelling expert Paul Smith to sit down with me for a brief video interview because I wanted my audience to benefit from his research and tips on storytelling. You know how strongly I advocate working on your “sales story,” and no one has more data and ideas for how to effectively deploy stories than Paul.
Isn’t It Easier and More Effective When We SELL WITH A STORY? Read More »
