Not sure why it took working full-time for 35 years before pulling the trigger to make this happen, but I am so thankful that I finally listened to advisors, mentors, friends, and peers telling me to do it. I recently completed my first-ever sabbatical. 30 days off… The entire experience was wonderful, instructive, life-giving, convicting,
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Warning: If you are in Sales and not making your numbers or not bringing in new business, and you spend a lot of time and mental energy “helping” out the Operations people, you are not going to like what I am about to say. And there is a good chance you will be offended, angry
Like most of you, I am tired of of hearing about the “Fiscal Cliff,” and extremely aggravated with our elected officials in Washington D.C. It’s probably also safe to assume you don’t need to read yet another blog post about New Year’s Resolutions. So let’s do something more productive, and, certainly, more enjoyable. Let’s talk
It’s that time of year – a time to reflect. I’ve been in a lot of sales organizations during 2012 and worked with individual salespeople, sales leaders and sales teams that cover the entire spectrum of possible results. As you reflect on what you produced, or did not produce, in 2012, I would like to
There are natural laws of the universe, like gravity or the laws of physics. There are also man-made laws, most of which were written by legislators for our own good. Similarly, there are Sales Laws. My friend Anthony Iannarino, who also happened to provide the Foreword to my Amazon bestselling book, occasionally refers to the Iron Laws
I just finished Selling Fearlessly – A Master Salesman’s Secrets for the One-Call-Close Salesperson. For the bottom-line types, let me get to the point: Buy the book. If you’re my age (45) or younger, I insist you read it. In fact, I’d go as far as saying that you need it. Robert Terson, who is simply “Bob”
A couple weeks ago, I was selling alongside a client CEO and his new director of business development. We had an enlightening experience that as soon as it happened, I knew it would become a blog post. For this particular client, I serve as a consultant, but also play the role of senior vice president
My oldest son is a junior in high school. We’ve been ramping up our college research, visiting campuses (free copy of my book to the first three people who contact me and correctly identify the university pictured above), and on Saturday morning he took the ACT for the first time. I’ve been thinking about college and his future
I concluded my recent post “Prisoners of Help Are Doomed to Fail” promising to tackle the characteristics of a healthy sales pipeline. My intentions were good, but I was distracted in early October by the release of my long-sought-after feature story in the great Southwest Airlines’ inflight Spirit magazine. So thanks to the Sales Airline for choosing me
You’ve heard it said that “hope is not a strategy.” I couldn’t agree more – particularly when it comes to acquiring new clients. I spend time with a lot of people charged with developing new business, and from my perspective, way too many of them use the word hope way too often. Prisoner of hope is such a
At the risk of really aggravating the people who buy my services (senior executives, CEOs, owners of mid-size businesses), I need to share this strong message: Very often, a sales problem is not solely a sales problem. Said differently, when sales results, especially new business development sales results, are not what they should be, don’t just
Sometimes the solution to our sales problem is so simple that we can’t see it. I am pretty sure that this is one of those cases. What We Want We (sellers and sales leaders) ALL crave a full, healthy (fat), balanced, moving pipeline of sales opportunities. What We Typically Do Unfortunately, most of us in
Sales Friends, I get it. We want to be liked. We want to be seen as responsive. We want to show customers that we care and that we listen and that we can follow instructions… All of those things are wonderful. But there’s just one little problem: very often defaulting to our prospect’s (or their
This is Trevor. He’s the senior executive of a company he founded in the UK. He’s also an amazing human being. I think it is fair to say that after the few days we just spent together at our Supercharge Your Sales Leadership event in Atlanta, our relationship crossed from client-coach to friends. The way
