October 16, 2018

My Absolute Best Work to Help You Win More New Sales

I love what I do and can’t believe that I wake up everyday and get to do my favorite thing in business  —  helping salespeople and sales teams win more New Sales. The past few years have been an amazing journey and I couldn’t be more thankful to those who have supported my content and […]

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October 12, 2018

Simple Sales Truths (that work) vs. FOMO

Fridays are good for reflection and I have a few thoughts to share while flying home from Newark after leading a workshop for regional sales managers. We are now halfway between U.S. Labor Day and Thanksgiving – the Fall Selling Season. I see many sellers truly sprinting hard, locked-in on advancing every opportunity in their […]

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August 12, 2018

To Increase Both Your Productivity and Quality of Life…

Most of us are overwhelmed, overworked, and most definitely over-connected. As a consequence, the salespeople, sales leaders, and even the senior executives I work with, tend to be under-focused, under-disciplined, under-rested, under-vacationed, and unfortunately, under-productive. I get it. There is always something urgent, and there are what feels like a ridiculous number of requests and […]

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March 2, 2018

Where is Your Strategic, Finite Target Account List?

Where is Your Strategic, Finite Target Account List? Selecting “Targets” is the first step in the New Sales Driver framework outlined in New Sales. Simplified. Selecting Targets is first for a reason. It’s one of the very few chances we (in sales) have to be strategic. If we’re really honest, most of what we in […]

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