Credit to Simon Sinek because I sure do hear a lot of people asking others, “What’s your WHY?” And it’s only natural that when launching a new book the first question people ask is, “Why did you write it?” My motivation and mission in writing #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New […]
My WHY for Writing #SalesTruth and WHY It Matters for YOU Read More »
I am sick and tired of seeing salespeople fall into the “Procurement Pit.” Too many sellers are too quick to acquiesce to the prospect’s process and it damages not only how they’re perceived, but it also hurts their chances of winning the deals they really want. Salespeople are getting commoditized, losing the opportunity to differentiate
Push Back on Process & Procurement. Play to Win. Produce the Best Client Outcome. Read More »
There was such a strong reaction to my last post, “Busyness Does Not Necessarily Drive New Business” that the past week I’ve been challenging salespeople and sales leaders about Sales Productivity nonstop! It seems like every sales team I observe is struggling with overwhelm. Too many distractions. Too much going on. Too many requests from
Focusing on These 3 Sales Verbs Will Transform Your Results Read More »
I shared the below excerpt with the #SalesTruth Book Launch Team over the weekend. The response was so strong and their confessions and frustrations posted in the comments so revealing that I felt compelled to post the excerpt here.This is out of Chapter 5 – To Win More New Sales Requires Focus on Winning New
Busyness Does Not Necessarily Drive New Business Read More »
I’ve been speaking a lot about “owning your sales process” lately and how we (sellers) can do a much better job sticking to our guns. So many salespeople end up getting relegated to what I call “The Procurement Pit” and perceived by prospects and clients simply as vendors and commodity sellers. This often happens because
A Sales Lesson from Record-Breaking Jeopardy Champion James Holzhauer Read More »
The following is excerpted from Chapter 1 in my upcoming book, #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. “Many of today’s nouveau “experts” love to tell us that everything has changed. It’s a dangerous new world and all the rules have changed, they claim. Nothing that used to work in sales
Everything in Sales Has Not Changed and the Very Best Have Mastered the Basics Read More »
I could ask you many specific questions to help diagnose your sales issues and how effectively you are working the top of the funnel and creating new sales opportunities, but this one question truly gets to the heart of the matter very quickly? Are You More of a Rain Barrel or a Rain Maker? The
Are You More of a Rain Barrel or a Rain Maker? Read More »
Right as I was moving to St. Louis to start my first sales role, my big-time New York City sales executive dad sat me down and shared these words to ensure my mindset was right: “Your number one goal in sales is to make your customer as successful as possible. As long as your motivation
The Right Attitude About Prospecting Changes Everything! Read More »
I do. I wish all the wonderful sounding things we read from supposed “experts” online were true. Wouldn’t it be great if the perfect new sales tool they were pitching to us cured all that ails our sales? And how much easier would it be to fill a pipeline with legitimate sales opportunities if all
I Wish What They Were Saying Was True Read More »
With the 3rd OutBound Sales Conference less than three months away, I keep getting asked why OutBound has become so popular and what makes it unique. My answer is threefold. First, it’s the very specific focus. Every session is designed to help individual sellers and sales team leaders increase effectiveness in these areas: Prospecting. Pipeline.
