It’s been an incredible year! I hope you feel that way, too. Recently, I spent time with two particular clients who would agree with that sentiment. These two companies could not be more different. One is a large global organization that I’m precluded from discussing publicly (but what I will offer is that I’m glad these …
Reap the Benefits of Selling with an Abundance Mentality Read More »
Earlier this year three of my favorite sales gurus and I conducted a fun, quick-hit, live web-video conversation offering blunt comments and bold tips for salespeople. We had a blast alternating between arguing the finer points of sales and patting each other on the back for being so smart. The audience feedback praised both the practical nature …
Prospecting Tips Video: Drip Value, Lose these Phrases & Stop Over-Qualifying Read More »
Because I’ve written an annual “Fall Selling Season” post the past few years, I was tempted to skip it this time around. But the more I talk with salespeople, sales managers and executives, the more I felt compelled to share some strong words as we head into this critical time of the year. I won’t get …
I Double Dog Dare You to do These 3 Things to Drive Sales Between Now and Thanksgiving Read More »
I get asked to read and review a lot of books. I’m not always able to, but love to sharpen my sword, learn new info, and help out an author when I can. If anyone appreciates the power and influence of book reviews, it’s me! Months ago I received a box in the mail from …
EDGY Conversations from Dan Waldschmidt – Powerful, Helpful, Different & Much Needed Read More »
My oldest son is a junior in high school. We’ve been ramping up our college research, visiting campuses (free copy of my book to the first three people who contact me and correctly identify the university pictured above), and on Saturday morning he took the ACT for the first time. It brought to mind this great post Dr. Dawn …
Tomorrow I’m headed east to work with a great new client. They’re a highly successful firm with many top-producing salespeople. It’s a fun change of pace to get called into a “healthy” sales organization looking to take its game to the next level versus a more typical engagement where things aren’t going so well when …
Killing Your Prospecting Efforts Talking About What You Do Instead of What You Achieve Read More »
I am passionate about prospecting, and I love helping sales teams and individual salespeople develop new business. When talking “prospecting,” I almost immediately turn the conversation to “target prospect lists.” That’s where we start when putting together a new business development sales attack. If we are going hunting, it really helps to know whom we …
A Critical and Often Overlooked Step: Creating the Ultimate Prospect List – Webinar Read More »
My oldest son is a junior in high school. We’ve been ramping up our college research, visiting campuses (free copy of my book to the first three people who contact me and correctly identify the university pictured above), and on Saturday morning he took the ACT for the first time. I’ve been thinking about college and his future …
Not sure about you, but seeing this fall foliage picture gets my pulse up. After the summer we’ve had here in St. Louis, I’ve never been more ready for fall and football! But there’s another really important aspect to fall, and with just a week to go until Labor Day, it is time for my …
There is a lot of noise and confusion about prospecting in the sales world. It’s always been hard to get salespeople to prospect for new business — even when proactively pursuing strategic target accounts was widely accepted as a valid method for acquiring new customers. Today, the false teachers, many from the Sales 2.0 movement, …
Beware of Who’s Preaching that Prospecting No Longer Works to Develop New Business Read More »
