I love helping individual salespeople and sales teams become more proficient at prospecting almost as much as I love to laugh at the nonsense being preached by the “prospecting is dead” crowd.And while most of the jokers peddling their quick fixes and supposed replacements for traditional prospecting have been quieted, there are still plenty out …
These 3 Critical Sales Beliefs Drive Prospecting Success Read More »
I was so impacted by POSITIVE and PRODUCTIVE people this week that it seemed more valuable to share these stories with you than to write a post focusing on sales or sales leadership best practices.From my super-positive client sales team, to the internet sales manager to the restauranteur in San Antonio, from my rockstar daughter overcoming two …
The Powerful Impact of Being Surrounded by Positive and Productive People Read More »
This past Tuesday and Wednesday were quite possibly the two most satisfying days since I launched the current version of my firm nine years ago. Not sure I’ve ever had more fun doing what I do!I love leading private sessions for individual companies, but there was something truly magical that took place having executives and …
A Powerful Experience and Special Opportunity for Sales Leaders Read More »
I received a text message earlier this week from a senior executive that further reinforced what I’ve been reminding sellers lately:You don’t win deals by scoring “obedience points,” and just because your prospect or customer requests pricing or a proposal, that doesn’t mean that it’s the right time or in your best interest to provide …
Just Because the Prospect/Customer Requests a Proposal… Read More »
I could fill an entire book with the takeaways from the two weeks my wife and I spent in Italy, but I’ll spare you and restrain myself to just two posts. It was truly an incredible time and I left with so many life, leadership, and sales lessons.Observation #1: You and Your Business Will Not …
Observations About Email, Passion, Pride and Pizza from an Italian Vacation – Part I Read More »
Sometimes when we’re struggling or in a slump, encouraging words from a teammate or coach can have more impact than we realize – and certainly be more valuable than “advice.”I was away the past few weeks, and with my beloved Cardinals having been swept out of the playoffs by the Nationals, didn’t have much reason …
I am posting this to encourage you to keep going. Don’t tire or grow weary. We are exactly halfway through the Fall Selling Season.Stay focused. Keep pushing. Sell now. Rest later.This is THE time to not only ensure you finish this year strong, but also to plant seeds and create new opportunities filling your pipeline …
Don’t Rest, Relax or Get Weary Now; We’re Dead Smack in the Middle of Selling Season Read More »
I just wrapped up an online meeting coaching a sales team on the keys to creating more sales opportunities and we went deep on prospecting. One of the topics that most resonated with these sales hunters was the importance of our mindset and attitude.In this one-minute video, I share that it’s absolutely critical how we …
I recorded this video (before the Cardinals 9th inning collapse and painful loss Sunday afternoon) in response to comments on a LinkedIn post referencing a suggestion from my book Sales Truth.This respected sales leader’s post quoted one of my favorite (and most effective) comebacks when a prospect declines your request to meet: “Visit with me …
Often, real life and real sales situations provide the best fodder for blog posts. This is definitely one of those cases. Shake your head with me as I recount this true story and conclude with a coaching lesson.A high-performing senior vice president at a large company was looking to engage me to lead a Sales Truth-based …
