May 14, 2020

The Not So Secret to Sales Success (during & after a crisis)

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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May 12, 2020

Winning Has a Price

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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May 4, 2020

A Pandemic is NOT a Pass for Poor Sales Call Structure

Extra empathy? Yes. I’m all for it. Positivity?  Absolutely. I’ve been preaching it in six consecutive posts. Proactive Calling.  You better, you better, you bet. I’ve seen an uptick in all three, and for the most part, am impressed with how sellers are demonstrating high levels of EQ and empathy, remaining positive and sharing positivity, and proactively pursuing […]

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April 16, 2020

How is Your Mind, Your Heart, and Your Focus Right Now?

I’m thankful to report that, as predicted in previous posts, the dust has indeed settled as we’ve all transitioned into lockdown mode. No, it’s not ideal and there are definitely challenges and complexities, but we are settling in and learning how to adapt (and dare I say, even succeed) during this new temporary normal. I have been leading […]

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March 31, 2020

As We Enter Q2 Amidst the Chaos, Salespeople and Sales Leaders Need to Fly. The. Airplane.

After several weeks offering encouragement and a heavy dose of positivity, I’m sensing the need to drop some blunt truth and strong reminders. And after all the articles, posts, Instagram live sessions, online meetings, webinars, and videos we’ve all seen the past few weeks, I’m pretty confident that what you don’t need right now is another […]

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February 25, 2020

99 Percent of Statistics Only Tell 49 Percent of the Story

“There are three kinds of lies: lies, damn lies, and statistics!”Mark Twain made famous that brilliant quote attributed to British Prime Minister, Benjamin Disraeli. And the title of this post (borrowed from a book, Gents with No Cents, by Ron DeLegee II) declares EXACTLY what I want to scream every time an online sales expert or sales […]

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