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 »
Salespeople and Sales Leaders, I am asking for 39 seconds. That’s it. Just listen to the first 39 seconds of this episode. Even if you’ve sworn to yourself that you’d never listen to a podcast, I’m pleading with you to give this 39 seconds of your attention because this is one of the biggest issues
The Most Foolish Thing a Salesperson Can Do is Complain That Their Price Is Too High Read More »
I know you’re reading or hearing it, sales leaders… Whether it is the alarm bells of doom from LinkedIn sales “experts” or your own people perfecting their new excuses, these two sales challenges will define 2022: Supply chain issues Inflation These very real (and somewhat unprecedented) issues face just about every sales organization right now.
How You Approach These 2 Sales Challenges Will Define 2022 Read More »
Sales Friends, I get it. We want to be liked. We want to be seen as responsive. We want to show customers that we care and that we listen and that we can follow instructions… All of those things are wonderful. But there’s just one little problem: very often defaulting to our prospect’s (or their
Obedient Order-Taker and Yes-Men/Women Salespeople Don’t Win More Business Read More »
This is Trevor. He’s the senior executive of a company he founded in the UK. He’s also an amazing human being. I think it is fair to say that after the few days we just spent together at our Supercharge Your Sales Leadership event in Atlanta, our relationship crossed from client-coach to friends. The way
The ROI Is Huge for Those Who Implement Read More »
As we scramble to finish up Q3 strong and enter the homestretch of 2021 with solid momentum, here are a few thoughts and resources to help… POWERING-UP YOUR SALES STORY: Earlier this week while helping a great client’s sales team prep and practice for trade show booth sales conversations, I was blown away by the
A Great Book, a Practical Podcast, and a Reminder to Power-up Your Sales Story Read More »
A few weeks back I had a powerful, game-changing experience on the golf course that translates perfectly from golf to sales and sales management. Those who follow me on Instagram have enjoyed (or poked fun at) my relatively new passion for golf and my desire (struggle) to take my game to a new level. It’s
If Sales Managers Would Do for Their People What My Golf Coach Just Did for Me Read More »
Greetings from Seat 2A. I’m departing PHX after leading a sales management session in Scottsdale for a large company. My thoughts are still racing from this full-day session and I can’t get the interaction with these hungry sales managers out of my mind. As I replay the highlights of the workshop and these managers’ takeaways,
6 Focus Areas to Maximize Second-Half Sales Results Read More »
I had the pleasure of speaking live, IN-PERSON this past weekend at a convention in Fort Worth. It’s hard to even put into the words the joy, fun, energy, and impact we all felt from being TOGETHER! While I LOVED leading a full-day Saturday sales management workshop for executives and sales leaders (and speaking of
So, This Is Effective Selling but an Authentic Phone Call to Another Human Is a Waste? Read More »
In this new episode Mike confronts sales leaders with this very straightforward question: Are you the hero of your sales team or are you the hero-maker? While the question is simple, its answer has enormous implications. This topic is one of the most prevalent sales leadership issues today – one that not only damages culture, diminishes
Are You the Hero or the Hero-Maker of Your Sales Team? Read More »
