Last week I led a two-day new business development workshop for a client on the west coast. What a treat to work with this company. Great culture. Proud heritage. Engaged executive team. True consultative sellers. Fun outspoken people. We had a blast. The two days flew by. During day one, we got into a “healthy” discussion about […]
A Perfect Pithy Quote About Prospecting and Leads from a True Sales Hunter Read More »
Yes, I’m speaking as part of HubSpot’s fantastic lineup for INBOUND SALES DAY – this Wednesday. And you are right that this is an unusual appearance for me. I typically decline when invited to participate in events featuring a long list of sales gurus, and you are correct in thinking that I’m known more as a
In my opinion, Anthony Iannarino is the finest sales mind in our business today. He’s my personal #1 Go-To Sales Guru. He’s the first person I turn to for sales help, and he is the only one I turned to when my most sophisticated client needed perspective and assistance beyond what I was providing. Anthony
An effective sales story (or messaging) changes everything. And I mean everything. Your “story” is your most critical sales weapon partly because your “story” ends up in all of your other weapons. Think about it. Your LinkedIn profile has elements of your story. Your prospecting emails and proactive phone calls use pieces from your story.
Is Your Sales Story (Messaging) Compelling or Repelling? Read More »
Salespeople are often sloppy, particularly when it comes to structuring and conducting initial/discovery sales calls. What’s perplexing is how many sellers simply take for these hard-earned customer/prospect meetings for granted. Today, it takes so much effort and energy to secure a meeting with a key prospect, yet salespeople don’t prep or plan anywhere near as much
8 Ugly Reasons Sales Calls Derail Read More »
Before getting started, let me reiterate my policy: I don’t do politics in business. I don’t promote political parties, ideologies, or candidates. As hard as it’s been to restrain myself the past few weeks during both the Democratic and Republican conventions, I don’t share my political opinions and have refrained my tweeting editorial thoughts. I’ve
I am Declaring My Candidacy for President of the United States Read More »
I love a warm lead as much as the next guy. And we can all certainly understand why most salespeople start at the bottom of their sales funnels and work their way up. That is the default mode of most sellers, right? They start their sales day by obsessing over the hottest deals in the pipeline
It feels like forever since I’ve posted an article. Thanks for your patience as I just wrapped up seven straight weeks of speaking engagements and have never been more ready for a long holiday weekend. Hope your first half of 2016 was what you wanted it to be and you are energized heading into Q3.
This Wednesday I’ll be the guest of sales performance expert Dave Stein on his Sales Executive Webinar Series for Sales & Marketing Management Magazine. If the title of this blog post intrigues, angers or interests you, click here for more info and to register. And since you are here already, let me encourage you to take two minutes
I had an experience with one of my client’s top salespeople that prompted me to break out a favorite Princess Bride quote. Like many of you, I’m tired of hearing from today’s nouveau sales experts that prospecting is Dead; that it’s foolish and stupid to even think about picking up the phone to proactively call a prospect
