After spending ten weeks on the road in Q1 (mostly doing sessions for sales kickoff meetings), it’s great to be back home. I’ve been looking forward to some office time, catching up with clients, and the chance to finally put together a handful of new engagements. It’s only midday Tuesday and I just wrapped up
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As HARD as this season/pandemic/crisis/lockdown is for so many reasons, I am also really encouraged by what I’m observing and hearing from salespeople and sales managers.So, instead of sharing “advice” with you in this post (although, below, I’ve got invitations to two powerful sessions – one for sales leaders and one for sellers – with
I’m thankful to report that, as predicted in previous posts, the dust has indeed settled as we’ve all transitioned into lockdown mode. No, it’s not ideal and there are definitely challenges and complexities, but we are settling in and learning how to adapt (and dare I say, even succeed) during this new temporary normal. I have been leading
After several weeks offering encouragement and a heavy dose of positivity, I’m sensing the need to drop some blunt truth and strong reminders. And after all the articles, posts, Instagram live sessions, online meetings, webinars, and videos we’ve all seen the past few weeks, I’m pretty confident that what you don’t need right now is another
We are in the first full week of our “New Normal.” As we all work to get our footing and adapt to these unforeseen circumstances, let me pass along some positive observations along with more encouragement for maintaining a level of sales momentum during this crisis. And as I preach this positivity, please know that in
I get it. This. Is. Hard. And confusing. And uncertain. And even a bit scary if we’re honest.And after yet another record down day for the Dow and continued toilet paper panic, many of us in sales are wondering what we should be doing and whether we should even be trying to sell. That question
I had planned to write today challenging you with highlights from my new keynote, “How the Best Get Better” and to share about my powerful experience in Maui for a wonderful client’s President’s Club trip. But sometimes a current event becomes so loud, all-consuming, and attention-capturing that you can’t not address it. So, my tips
“There are three kinds of lies: lies, damn lies, and statistics!”Mark Twain made famous that brilliant quote attributed to British Prime Minister, Benjamin Disraeli. And the title of this post (borrowed from a book, Gents with No Cents, by Ron DeLegee II) declares EXACTLY what I want to scream every time an online sales expert or sales
Sales Friends, Last week was action-packed with sales kickoff meetings for three clients – one in California, one in Florida (relieved for some warm weather venues!), and another here in The Lou coming up on Sunday – a total of 13 sessions including two keynotes, six breakout sessions, and five roundtable discussions.I share this not to
I just finished reading the 20th Anniversary Edition of Simple Wealth, Inevitable Wealth by Nick Murray. The book was powerful, convicting, thought-provoking, easy to read, and packed with timeless immutable truths about long-term equity investing. I wish I read this twenty or even thirty years ago!I know the two thoughts running through your mind right now: One,
Along with the fun and energy of jumping headlong into Sales Kickoff Season, last week was wonderful because I finally knew what day it was! Since Christmas week I had been living in a state of confusion never quite sure what day it was, and it did feel good to get back to work full-time. I
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
