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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I love this country, am a proud American, and could not be more thankful for the freedoms we enjoy! Freedom to learn. Freedom to read whatever we want. Freedom to worship. To choose our career. To pick our employer. To work as hard as we want. To create our own opportunities. Freedom to earn as
Serious question: Who is on YOUR team? When you need some encouragement and to be told “you can do this,” to whom do you turn? When you’re doubting yourself, in a slump, or just need a boost of confidence, where do you turn? Take 40 seconds to watch this post-game video interview with the Cardinals’ Adam Wainwright: It’s
Credit to Simon Sinek because I sure do hear a lot of people asking others, “What’s your WHY?” And it’s only natural that when launching a new book the first question people ask is, “Why did you write it?” My motivation and mission in writing #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New
I am sick and tired of seeing salespeople fall into the “Procurement Pit.” Too many sellers are too quick to acquiesce to the prospect’s process and it damages not only how they’re perceived, but it also hurts their chances of winning the deals they really want. Salespeople are getting commoditized, losing the opportunity to differentiate
There was such a strong reaction to my last post, “Busyness Does Not Necessarily Drive New Business” that the past week I’ve been challenging salespeople and sales leaders about Sales Productivity nonstop! It seems like every sales team I observe is struggling with overwhelm. Too many distractions. Too much going on. Too many requests from
I shared the below excerpt with the #SalesTruth Book Launch Team over the weekend. The response was so strong and their confessions and frustrations posted in the comments so revealing that I felt compelled to post the excerpt here.This is out of Chapter 5 – To Win More New Sales Requires Focus on Winning New
I’ve been speaking a lot about “owning your sales process” lately and how we (sellers) can do a much better job sticking to our guns. So many salespeople end up getting relegated to what I call “The Procurement Pit” and perceived by prospects and clients simply as vendors and commodity sellers. This often happens because
The following is excerpted from Chapter 1 in my upcoming book, #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. “Many of today’s nouveau “experts” love to tell us that everything has changed. It’s a dangerous new world and all the rules have changed, they claim. Nothing that used to work in sales
I could ask you many specific questions to help diagnose your sales issues and how effectively you are working the top of the funnel and creating new sales opportunities, but this one question truly gets to the heart of the matter very quickly? Are You More of a Rain Barrel or a Rain Maker? The
Right as I was moving to St. Louis to start my first sales role, my big-time New York City sales executive dad sat me down and shared these words to ensure my mindset was right: “Your number one goal in sales is to make your customer as successful as possible. As long as your motivation
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
