I love the NFL. My boys and I are rabid fans and each of us is the commissioner of our respective fantasy football leagues. The NFL is masterful at marketing its product. NFL.com, the NFL Network, and the ADD fan’s best friend, the RedZone Channel, are all incredible. But as much as I love all …
Simple Sales Lessons from the Super Bowl: Play the Game! Read More »
Last week OpenView Labs published their list of the Top 25 Sales Influencers for 2012. I am thrilled, honored and humbled to be included alongside these powerful thought leaders. My sincere thanks to OpenView for the recognition. Let me take this opportunity to publicly thank two people who significantly contributed to my presence on this …
As we wind down 2011, I’ve got a few thoughts about keeping the RPMs (engine speed) up in our sales cars. It takes a lot of energy to establish an effective new business development sales attack. We strategically select target accounts, create sales weapons, and we plan the attack. It takes time to work our way into …
The Skinny Pedal on the Right Keeps Your Sales Car in the Power Band Read More »
My clients’ businesses run the gamut from from leading edge technology consulting all the way to simple old-school product distribution. I love helping to drive new sales across this wide spectrum of business types, and more often than you’d think, I end up tackling the very same issues in very different businesses. Earlier this year …
Driving Business with a Customer-Focused Sales Story and Fresh Techniques Read More »
There are a lot of companies not making their sales numbers. Often, senior executives will suggest a lack of sales talent, specifically sales hunters, as a common reason for the shortfall. I understand that line of thinking and would concur that while we have an abundance of account managers in sales roles today, there is …
Why Are the Precious Few Sales Fisherman (Hunters) Cleaning, Cooking & Doing Dishes? Read More »
Too few of us appear to be in control of our calendars. Smart phones and perpetual connectivity have turned many of us into addicts. Solitude is so seldom practiced that the thought of being alone and unreachable, even for an hour or two, makes us twitch. As a coach and consultant, I continually see sales …
This post is as much about business, leadership, legacy and community as it is about baseball. It’s been on my mind for months, and honestly, like every Cardinals’ fan, I expected the season to be over and to be posting this on September 30th. What an amazing and totally unexpected month October has been for …
I’ve been kicking around a blog post in my head about sales mentoring for a few weeks. Just yesterday my friend, sales guru, and fantasy football expert, Jim Keenan, posted a great short piece challenging sales managers about their focus on activity vs. focusing on people. And today I was privileged to have an energizing …
I was thinking back to college the other day. It struck me that I’ve been out of school for as long I was in school (22 years each). And then I was reflecting on how great semester breaks were. The month off around Christmas and the long summer. There was always an opportunity to rest, …
In many businesses, it’s not easy to secure an appointment with a target prospect. The initial sales call is a big deal. Because we worked so hard to get there, it’s critical that we bring our A-game. For coaching and content-building purposes, I’ve gone along on a few calls lately as the extra man. I probably …
Plan Your Sales Calls (key word: “Your”) – Part 1 Read More »
