A few times per year I write a post that I’m pretty sure will be unpopular. Based on how many salespeople I see wearing embroidered logo shirts, this one certainly will ruffle a few feathers – at least that’s my hope. Here’s my premise: Way too many salespeople wear their company logo (golf, polo or […]
Why Wearing a Company Logo Shirt Sends the Wrong Sales Message Read More »
I get asked to read more sales books than I could possibly get to. And of those I do read, very few get my endorsement or shared with you here. Well, this past week I finally got my hands on a new book that I’ve been eagerly anticipating. I like everything (the layout, accessibility, smooth writing, short,
Book Review: Amp Up Your Sales by Andy Paul Read More »
Earlier this year three of my favorite sales gurus and I conducted a fun, quick-hit, live web-video conversation offering blunt comments and bold tips for salespeople. We had a blast alternating between arguing the finer points of sales and patting each other on the back for being so smart. The audience feedback praised both the practical nature
Prospecting Tips Video: Drip Value, Lose these Phrases & Stop Over-Qualifying Read More »
I’ve never held back making my feelings known about the word “presentation” – particularly when pronounced by excited salespeople with the long e – preezentation. Last week I shared about the boardroom disaster that was the most painful (and formative) lesson in my sales career. If you haven’t had a chance to hear me telling the story
6 Tips to Turn Your Sales Presentations from Pathetic to Powerful Read More »
Pain is a good teacher. Fourteen years ago I suffered the most painful experience in my sales career – so painful, that it’s burned in my memory as vividly as the birth of my children. And so powerful and formative were the lessons from that experience that it’s not an exaggeration to say it changed
This Boardroom Disaster Was the Most Painful but Formative Lesson in My Sales Career Read More »
New Digs Welcome! Thrilled to have you here and thankful for your patience as we’ve been working hard to launch this improved site. I’ve saved up some great blog posts that I can’t wait to share. The look is different but the goal is the same – to bring you blunt, practical
Welcome to the New Digs, New Insider Insights and a New Approach to Blog Comments Read More »
You know how CNN overuses the “BREAKING NEWS” thing ad nauseum? Remember how ten days after that Malaysia Airlines flight went missing they’d lead in with the dramatic music and the breaking news logo to tell us that the plane still hadn’t been found? That’s pretty much where I am with the non-stop hype about
Are You Tired of the Social Selling Hype and Being Told Everything has Changed? Read More »
When I was 12, my dad remarried and I gained an incredible “step” family. For 35 years, Ed Davidheiser has been a more than a step grandfather; he’s been a hero, mentor, consultant and dear friend to me. Mr. D (what I’ve called him since day one) got a brief mention in the Acknowledgments of New
Honoring the Life of Edward W. Davidheiser – a True Mentor in Life and Sales Read More »
Because I’ve written an annual “Fall Selling Season” post the past few years, I was tempted to skip it this time around. But the more I talk with salespeople, sales managers and executives, the more I felt compelled to share some strong words as we head into this critical time of the year. I won’t get
I Double Dog Dare You to do These 3 Things to Drive Sales Between Now and Thanksgiving Read More »
You’re not special because you are busy. Working a bazillion hours and jamming your calendar with more meetings than your colleagues doesn’t make you more valuable. Or more productive. Your perpetually overwhelmed state should not be worn like a badge of honor. And we’d all appreciate it if you stopped bragging about how busy you
Salespeople and Managers Should Stop Bragging About How Busy They Are Read More »
