July 10, 2017

30 Things I Wish Salespeople Would STOP…

I am tired of seeing salespeople flailing, failing and whining, quoting morons and false teachers, executing horrendous sales process, acting like amateurs, and shooting their own sales effort in the foot. The list below stemmed from a twitter rant several years ago where I reeled off consecutive tweets proclaiming what I wish salespeople would STOP doing […]

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July 3, 2017

2017 Halftime Sales Check-In and Challenges

When I was about 25 I remember telling my step-grandfather that it seemed like the years kept getting shorter and Christmas came around sooner every year. He replied, “Mitch, at my age, it feels like Christmas comes every other week!” Well, not sure how quickly the first-half of 2017 went by for you, but to […]

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June 12, 2017

Why Most Sales Team Meetings Are Awful and How to Fix That

Last week I was in Chicago and San Diego leading sales leadership workshops for two different large companies. We had a blast and it’s energizing seeing sales managers get refocused and recharged. What I always find intriguing is how interested managers are in one particular topic: help with upgrading their sales team meetings. It’s almost […]

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May 27, 2017

Salespeople Should Never Answer This Question

Politicians typically are not great examples for us. But the one area where skilled politicians continually impress me is in their ability to deftly answer a different question than the one they’re asked. In many cases, it’s not that they are avoiding the question, but that they are intentionally focused on communicating a particular message to the […]

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