June 23, 2020

The Phone is Very Much Alive and Well

I either chuckle (or say bad words) when I read from today’s nouveau (faux) sales experts that the phone is dead and you’re a moron, or a luddite, for even attempting to use the phone to secure a meeting or to sell. Ha!The telephone has made an amazing comeback over the past few years. So […]

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June 8, 2020

Receiving Reports of Record Sales Success

Three months ago, when we began “locking down,” I challenged sellers and sales leaders to choose positivity and perseverance over pity parties and panic heading into these scary, unprecedented times. In online posts and during public webinars and private client sessions, I boldly predicted that we would see some truly amazing sales performances as certain […]

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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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