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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August 21, 2019

I Almost Screwed Up a Big Client Meeting…

Earlier this week three people from a large client came to visit my business partner and me in St. Louis. We’d never met with these particular individuals before, although we did have some email dialogue and a preliminary phone call before this meeting was scheduled.As my team and I were preparing for the client’s visit […]

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July 17, 2019

4 Immediate Benefits from Sharpening Your “Sales Story” (Messaging)

Sharpening what I call our “Sales Story” pays more dividends than you can imagine. When your sales story is spot on selling becomes a completely new ballgame. A compelling, customer issue and customer outcome-focused, differentiating message changes everything, and I mean everything! 1. It gives you confidence – confidence to prospect and confidence to meet […]

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July 9, 2019

The 5 Keys to Becoming a Master Sales Opportunity Creator

“…there are no underemployed true sales hunters. People who have mastered creating and closing sales opportunities are in high demand and command top dollar. There are lots of sellers who can fulfill demand but far fewer who can create it.”  -Mike Weinberg in Chapter 6 of Sales Truth My July 4th post boldly declared that sellers […]

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