Readers, be warned. I am angry and frustrated from seeing way too many initial/discovery sales calls/meetings that are supposed to be dialogues turned into presentations. Point to all the insight selling data you want. Quote the (great book) The Challenger Sale all day long. Yes, we need to bring value to sales calls and be prepared …
Bad Things Happen When You Turn Discovery Sales Calls into Presentations Read More »
What a great week! We’re having unseasonably pleasant weather for STL in July, and what fun the MLB Home Run Derby and All-Star game were. Speaking of all-stars, I recently had the privilege of spending a few days at a mutual client with Anthony Iannarino, one of the biggest all-stars in the sales improvement business. I …
Two Days with Sales Improvement All-Star Anthony Iannarino in Action Read More »
Since returning from vacation, it’s been a whirlwind… kicking off a handful of new consulting clients, wrapping up a longer-term engagement, and leading New Sales. Simplified. workshops in several cities across North America. In my last post I promised to share the real-world sales issues I’m seeing and tackling in various companies. While these clients …
7 Real Sales Issues I’m Tackling with Real Companies Right Now Read More »
I returned from our family vacation and my annual e-sabbatical to a packed calendar, a long to-do list, and some intense client meetings. Like many of you have experienced, after a few days back to work, I began to wonder how long the benefits and battery recharging from vacation would last! For those who regularly …
Back from Vacation, Rethinking Email, and Tackling Real-World Sales Issues Read More »
I’m not gloating, but it is certainly a relief to see the social selling charlatans backpedaling a bit as their magic potion isn’t the be-all and end-all they promised. Amazing isn’t it? Everything has not changed. The sun still rises in the east, the Cardinals are in first place in the NL Central, and top-producers …
So Prospecting Ain’t Dead Yet and This Old Phone Still Works Read More »
Sales is simple and so is developing new business. Your business may be complicated but selling is not. I get concerned when a struggling salesperson or sales leader starts a conversation by explaining how complex it is to sell his services/product/solution. Typically those who tell us how complicated selling is are either confused themselves or using …
We Can Find Your New Business Development Sales Problem Right Here Read More »
Ten years ago, I was approaching the Ballas Road exit off of westbound Highway 40/64 (pictured) in suburban St. Louis when I reached the point of utter exasperation. After having tons of success and fun as both a top individual producing salesperson and as a consultant and coach to sales teams, to say that I was …
Where this 10-Year Sales Management Book Writing Journey Began and Ended Read More »
I’m finally in the home stretch writing my new book on sales management. As exciting as it was to share my first book, New Sales. Simplified., with the sales world, I honestly think that this book on sales management is even more needed today. In my early days as a consultant and coach, I mistakenly believed that I …
Free Sales Executive Power Hour with Six Sales Leadership Experts Read More »
My oldest son and I just returned from two fantastic days at Butler University in Indianapolis. Several events drew us to the campus this particular weekend. There was an admitted students reception prior to Saturday evening’s basketball game against highly-ranked Villanova, and the College of Business put on a full-day program Friday offering the opportunity to …
6 Powerful Sales and Culture Lessons from a Great Visit to Butler University Read More »
Where did January go? Wasn’t it just New Year’s Day? Don’t know about you, but for me, the weeks flew by. In fact, the month came and went so quickly that it scared me into sitting down to review progress against my goals for the year. And that review inspired me to write this post …
The Sales Year is 1/12 Complete. Are You and Your Team on Track to Win? Read More »
