After spending ten weeks on the road in Q1 (mostly doing sessions for sales kickoff meetings), it’s great to be back home. I’ve been looking forward to some office time, catching up with clients, and the chance to finally put together a handful of new engagements. It’s only midday Tuesday and I just wrapped up …
16 Years Ago Today, This Happened the Hole After I Broke a Window Read More »
Last week was no fun. It was heartbreaking to see Purdue (our son’s school) bow out of the NCAA tournament early (yet again), this time to #16 seed Fairleigh Dickinson. It was the third year in a row they were upset by an inferior team, but this time was the most painful because as a …
Winners Own the Outcome Instead of Blaming Others & Circumstances When They Lose Read More »
Sales Friends, There is a lot of noise, confusion, and concern right now about what lies ahead regarding the economy and it seemed liked the perfect time to post this reminder for the sales community: Honestly, it doesn’t matter whether… – The economy is booming or about to go bust – The donkeys or elephants control …
It all started with a thank you note from a sales leader. Drew Ellis of SAP was so specific in what he shared in a LinkedIn message that I appreciatively replied asking for a short Zoom meeting so I could learn more. It was in that conversation that he dropped so much sales and sales …
Game Changing Takeaways for Salespeople and Sales Leaders Read More »
There are effectively two types of sales leaders… The Hero and the Hero-Maker It’s easy to see why so many sales leaders fall into the trap of playing the hero. There are lots of common causes: You’re under pressure to deliver results so you do what you’ve always done – you jump in and get …
During a recent virtual workshop for a client’s global sales leaders, two little words made the entire group of sales leaders squirm: Pipeline health. You could feel the virtual room tightening up at the mere mention of it. The reason why quickly became clear—their teams were struggling to create enough opportunities at the top of …
4 Very Common Causes for Lack of New Opportunity Creation Read More »
Today is my wife Katie’s birthday. And anyone who knows us knows that she didn’t get the better deal in this marriage. As I wrote in the dedication to New Sales. Simplified., she is the very best proof that I really can sell. The Backstory: For the past two years, golf has become a mutual …
I’m heartbroken. While the rest of the country is enjoying and celebrating St. Peter’s Cinderella storybook run through the Men’s NCAA March Madness Tournament, my family is licking its wounds in utter disbelief. Nothing against this fun team of overachievers from Jersey City, their great coach, and this amazing heartwarming story. It’s awesome. As a …
It has been the fastest, craziest start to a year that I can remember, and even the over-the-top, ominous coverage of Omicron hasn’t put a damper on the kickoff of Sales Kickoff Season meetings. As I recently posted on LinkedIn, for all the logistical chaos created by clients postponing or converting conferences from in-person to …
Stop Falling All Over Yourself Thanking Prospects & Customers for Their Time Read More »
Salespeople and Sales Leaders, If you want to win more new business in 2022 than you did in 2021, there is one question that will reveal more sales truth than any other: “How sound are your sales fundamentals when it comes to developing new business?” Is this a sexy topic? Definitely not. If I posted …
This checklist will set you up for record sales success in 2022 Read More »
