Just back from six days with Katie – unplugged – in the Canadian Rockies. It was great to get away. It was a much needed respite to reflect, refresh, recharge, rethink, recommit. The setting was glorious. The think-time was priceless. But honestly, unplugging was hard – harder than when I’ve done it in the past. […]
Life & Business Lessons from a Week Unplugged Read More »
This may seem like a silly question: Who owns your calendar? If it’s your calendar after all, then you own it. Right? Well, based on what I see with way too many sales managers and salespeople, not exactly. I am continually amazed (which is probably an oxymoron because I really shouldn’t be “continually amazed” by the same thing) how
Who Really Owns Your Calendar? Read More »
In the past few weeks I’ve led several sessions for various clients around structuring and conducting more effective sales calls. It’s such an interesting topic to tackle because so many salespeople have become complacent about how they prepare for and run an initial/discovery, face-to-face meeting with a prospective customer. I find this is particularly true
One of My Favorite Probing Questions: I am Just Curious, Why Did You Invite Me in? Read More »
I am in the midst of leading sales training workshops for a client’s spring conference, and last week I spent four nights in a hotel in Bethlehem, Pennsylvania. As much as I’ve traveled, this was my first trip to old steel country. The hotel is built on the grounds of what is/was the old Bethlehem
What Are You Doing to Reinvent Yourself and Sharpen Your Sales Sword? Read More »
When the customer or prospect tells a salesperson to jump, a majority will not only respond with the traditional, “How high?” — but they typically do so with great excitement. What could be better? The customer wants me to do something and I will show them that I’m the best; I’m the fastest; I’m the
When the Prospect or Customer Says Jump… Read More »
I get asked to read and review a lot of books. I’m not always able to, but love to sharpen my sword, learn new info, and help out an author when I can. If anyone appreciates the power and influence of book reviews, it’s me! Months ago I received a box in the mail from
EDGY Conversations from Dan Waldschmidt – Powerful, Helpful, Different & Much Needed Read More »
I was talking sales talent with A-Player expert and talent guru Eric Herrenkohl when he shared this story with me. It was so valuable that I asked him to capture it in writing for a guest post here: Jim is a high-powered CEO with terrific natural sales ability. Clients and prospective clients alike love to have him
Stop Fooling Yourself into Bad Sales Hires – (Guest Post from A-Player Talent Guru) Read More »
I can make the strong case that a large percentage of the underperforming salespeople and sales teams I work with struggle because of lack of activity — specifically, lack of face-time and meaningful dialogue with the right contacts at strategic target prospects. There is nothing controversial about that statement, and I bet most gurus, executives
Stop Over Analyzing Your List and Get in Front of Strategic Target Prospects Now Read More »
I had a great, energizing, productive and life-giving week, and hope you did, too. Thursday I led a full-day session covering the major themes from New Sales. Simplified. for a client’s BD team, and then spent Friday in 1:1 coaching sessions with many who attended on Thursday. The individual sessions were as unique as I’d ever experienced
Stop Checking Email in Bed and Take Back Your Early Morning and Your Calendar Read More »
I love almost every aspect of what I do in my business. But beyond all, my absolute favorite thing is getting to work with top-producing sales stars. Don’t get me wrong; they’re not always easy. Many are demanding, high-maintenance and supremely confident in their approach. And all of them are incredibly selfish with their time.
The Joy of Coaching Confident Top Performers Who are Always Looking to Improve Read More »
