November 26, 2019

A Powerful Experience and Special Opportunity for Sales Leaders

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 […]

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November 22, 2019

Just Because the Prospect/Customer Requests a Proposal…

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 […]

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October 16, 2019

Your Mindset Going Into Prospecting

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 […]

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October 7, 2019

You WANT the Meeting!

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 […]

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September 4, 2019

The 2019 Fall Selling Season Starts Today!

A long, long time ago, a good friend/client and I declared the critical eleven weeks between the U.S. Labor Day and Thanksgiving holidays the Fall Selling Season. For several years I published an annual post asking Are You Ready for the Selling Season Sprint?So, I’ll ask you now: are you (or your sales team) ready?Have you…Cleared your […]

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