November 25, 2020

The Proper View of Sales Makes a Huge Difference

Last week I led a full-day workshop for a sales team that was challenged to transition from living as “service reps” who served customers and maintained their territories into proactive sellers focused on revenue growth. Let’s just say that it was a fun assignment and it had been a long time since I had the […]

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September 11, 2020

Blown Away by These Responses!

Happy Friday and I hope this has been a great week for you. We’ve been blown away by the response to our new course, YOUR SALES STORY!  It’s a thrill getting this type of feedback from sellers and sales leaders who have already gone through the modules and are experiencing the benefits from sharpening their most […]

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September 3, 2020

Compelling Messaging = Confidence

Sales is hard, and as someone who’s sold many different products and services in a variety of industries, I can tell you first-hand that it is even harder when you lack confidence because your messaging is weak. Confidence is a very significant component of sales success, and when you are not confident in your messaging (YOUR […]

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August 24, 2020

Your Sales Story Is Always Critical but Even More So Right Now

Your messaging, what I often refer to as the “Sales Story,” is your single most important sales weapon because pieces of your story end up in all your other weapons – prospecting call outlines, voicemails, emails, social media profiles and messages, discovery meetings, presentations, and proposals.  YOUR SALES STORY is always critical to your sales success and […]

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July 30, 2020

Opting Out is Not an Option; We Need to Do Our Jobs

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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