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 […]
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“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 […]
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The reality is that no matter how well you do early on in your proactive call to a prospective client, very likely, the response to your first request for a meeting is going to be “No.” This, my sales friends, is where we separate true sales hunters absolutely committed to securing early stage meetings from those sellers […]
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I’m more than ready to shut it down for the long holiday weekend here in the US and I imagine that you are, tooWrapping up the most bizarre first-half of a year in our careers and pausing to reflect, refresh, and hopefully recharge this weekend, I’m sharing a few strong thoughts in this video for […]
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I either chuckle (or say bad words) when I read from today’s nouveau (faux) sales experts that the phone is dead and you’re a moron, or a luddite, for even attempting to use the phone to secure a meeting or to sell. Ha!The telephone has made an amazing comeback over the past few years. So […]
Continue readingDue to canceled travel and a generous bonus offer we made during a pre-launch webinar for the Sales Management. Simplified. Video Coaching Series, I’ve had the amazing opportunity to conduct 1:1 coaching calls with dozens of executives and sales managers in the past two months.And while I’ve absolutely loved these energizing 1:1 conversations with sales […]
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Three months ago, when we began “locking down,” I challenged sellers and sales leaders to choose positivity and perseverance over pity parties and panic heading into these scary, unprecedented times. In online posts and during public webinars and private client sessions, I boldly predicted that we would see some truly amazing sales performances as certain […]
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I did not want to write this post.I wanted to write to salespeople about how to Win More NEW SALES and to sales leaders about increasing sales management effectiveness. I have a whole list of new posts queued up — from recent observations that cover everything from overly relational sales managers afraid to have fact/data-based […]
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I’ve got a little (not so) secret for you: Whether we’re attempting to create sales opportunities, fill our pipeline, and maximize results while navigating a once in a lifetime pandemic, or we are selling during “normal” (good) times, the basics are the basics. Said differently, the very same best practices that drive sales success when we’re not […]
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My younger son and I have spent the last few Sunday evenings watching “The Last Dance” mini-series about the career of Michael Jordan. This series is more than just hitting the spot or scratching my sports itch during this bizarre “sportsless” season of life. It is amazingly well done and the storylines captivating. Even if you couldn’t care […]
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