Last week I led a full-day workshop for a sales team that was challenged to transition from living as “service reps” who served customers and maintained their territories into proactive sellers focused on revenue growth. Let’s just say that it was a fun assignment and it had been a long time since I had the […]

A client executive recently asked for some language to help new salespeople grasp the importance of pipeline self-accountability and accountability to sales management. After seeing the exec’s appreciation for what I suggested, I had the thought that this simple, straight forward advice might be helpful to you, as well. So, whether you’re a sales leader

Happy Friday and I hope this has been a great week for you. We’ve been blown away by the response to our new course, YOUR SALES STORY!  It’s a thrill getting this type of feedback from sellers and sales leaders who have already gone through the modules and are experiencing the benefits from sharpening their most

Sales is hard, and as someone who’s sold many different products and services in a variety of industries, I can tell you first-hand that it is even harder when you lack confidence because your messaging is weak. Confidence is a very significant component of sales success, and when you are not confident in your messaging (YOUR

Your messaging, what I often refer to as the “Sales Story,” is your single most important sales weapon because pieces of your story end up in all your other weapons – prospecting call outlines, voicemails, emails, social media profiles and messages, discovery meetings, presentations, and proposals.  YOUR SALES STORY is always critical to your sales success and

Salespeople struggle with prospecting for many reasons – a bad attitude, lack of confidence, poor calendar management, accepting the first “no,”, listening to fools preaching that the phone is dead, giving up too soon, etc. While those shortcomings certainly reduce a seller’s effectiveness, there is an even more deadly sales sin that destroys our chances

The resumption of professional sports has put some extra wind in my sails and also brings a few lessons for salespeople and sales leaders.Not sure if you feel this way, but for me it’s a relief tuning into ESPN and NOT seeing yet one more week of Regional Cornhole Championships! I’m still perplexed that network

“No one answers their phone anymore.”“I leave a voicemail but don’t get called back.”“I’ve messaged the contact on LinkedIn and sent an email but am not getting replies.”There’s a section of Chapter 11 in my latest book, Sales Truth, titled Earn the Callback with Perseverance,” and it contains some of my least popular advice. I