There are just a handful of must-read new books each year that I pass along to you. I just finished an advance copy of one that should be your first read of 2018! For almost 20 years, I have been fans of legendary leadership experts and authors, Jim Kouzes and Barry Posner. One of my …
If You “Stop Selling and Start Leading” Good Things Will Happen! Read More »
Seven years ago I discovered Anthony Iannarino as I was trying to figure out whom to follow on twitter and which sales blogs to read. The rest, as they say, is history. He’s not just a good friend and someone I greatly admire for his huge brain and wicked discipline (seven straight years of daily …
A Very Different Take on “Closing” From Today’s Top Sales Improvement Expert Read More »
I asked renowned storytelling expert Paul Smith to sit down with me for a brief video interview because I wanted my audience to benefit from his research and tips on storytelling. You know how strongly I advocate working on your “sales story,” and no one has more data and ideas for how to effectively deploy stories than Paul. …
Isn’t It Easier and More Effective When We SELL WITH A STORY? Read More »
Last week I led a two-day new business development workshop for a client on the west coast. What a treat to work with this company. Great culture. Proud heritage. Engaged executive team. True consultative sellers. Fun outspoken people. We had a blast. The two days flew by. During day one, we got into a “healthy” discussion about …
A Perfect Pithy Quote About Prospecting and Leads from a True Sales Hunter Read More »
In my opinion, Anthony Iannarino is the finest sales mind in our business today. He’s my personal #1 Go-To Sales Guru. He’s the first person I turn to for sales help, and he is the only one I turned to when my most sophisticated client needed perspective and assistance beyond what I was providing. Anthony …
An effective sales story (or messaging) changes everything. And I mean everything. Your “story” is your most critical sales weapon partly because your “story” ends up in all of your other weapons. Think about it. Your LinkedIn profile has elements of your story. Your prospecting emails and proactive phone calls use pieces from your story. …
Is Your Sales Story (Messaging) Compelling or Repelling? Read More »
I had an experience with one of my client’s top salespeople that prompted me to break out a favorite Princess Bride quote. Like many of you, I’m tired of hearing from today’s nouveau sales experts that prospecting is Dead; that it’s foolish and stupid to even think about picking up the phone to proactively call a prospect …
I’ve been noticing how little time executives and salespeople actually spend on their highest-value activities and stated priorities. It sounds silly and it’s certainly nonsensical. If something is a major objective, a priority, or deemed highly-valuable, how in the world does it end up getting less of our time and focus? Even as I typed and now reread that last …
Experience the Transformative Power of Focus (with my guest expert, Les Hewitt) Read More »
I get asked to review more books than I can possible get to, but when the one and only Keenan launched Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You, I immediately headed to Amazon to grab a copy. If you don’t know or follow Keenan (yes, he has a first …
Not Taught: An Irreverent, Relevant, Bold Wakeup Call from Jim Keenan Read More »
It’s the fall Selling Season and we all running hard. My encouragement is to keep sprinting and finish Selling Season strong! We’re only a few weeks from Thanksgiving in the US and you can rest then. Recently I’ve had conversations with various sales leaders who asked what I’m working on with my eclectic group of …
