Sales Story

Sales Story

Blunt Interview re: Sales Managers Who Can’t Coach, Strategic Targeting & Fixing Your Story

I love talking Sales Management and New Business Development, and this fun, quick-htting interview on Joe McGonigal’s podcast was absolutely a blast. We jammed a ton of value and ideas into this brief conversation. Whether you’re a senior executive, sales leader or individual producer, you’ll be challenged and entertained. I shared blunt thoughts on topics …

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Please Stop Showing Pictures of Your Building During Sales Calls and Presentations

I lost it during a client’s sales team meeting this week. Words I don’t normally use came spewing from deep within with great intensity. I was with a wonderful company for whom I did good deal of consulting and coaching earlier this year, and it was fun to join them for their late summer sales meeting …

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Killing Your Prospecting Efforts Talking About What You Do Instead of What You Achieve

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 …

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Seek Feedback from Your Best Customers to Strengthen Your Sales Story

This past week I traveled with the president and the CEO of one of my clients. We’ve been tinkering with their sales approach and also working to strengthen their “sales story.” They asked me to join them on this trip to sit in on the annual business review meeting with an important Fortune 500 client, …

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