The reality is that no matter how well you do early on in your proactive call to a prospective client, very likely, the response to your first request for a meeting is going to be “No.” This, my sales friends, is where we separate true sales hunters absolutely committed to securing early stage meetings from those sellers

I’m more than ready to shut it down for the long holiday weekend here in the US and I imagine that you are, tooWrapping up the most bizarre first-half of a year in our careers and pausing to reflect, refresh, and hopefully recharge this weekend, I’m sharing a few strong thoughts in this video for

I either chuckle (or say bad words) when I read from today’s nouveau (faux) sales experts that the phone is dead and you’re a moron, or a luddite, for even attempting to use the phone to secure a meeting or to sell. Ha!The telephone has made an amazing comeback over the past few years. So

Three months ago, when we began “locking down,” I challenged sellers and sales leaders to choose positivity and perseverance over pity parties and panic heading into these scary, unprecedented times. In online posts and during public webinars and private client sessions, I boldly predicted that we would see some truly amazing sales performances as certain

I did not want to write this post.I wanted to write to salespeople about how to Win More NEW SALES and to sales leaders about increasing sales management effectiveness. I have a whole list of new posts queued up — from recent observations that cover everything from overly relational sales managers afraid to have fact/data-based

My younger son and I have spent the last few Sunday evenings watching “The Last Dance” mini-series about the career of Michael Jordan. This series is more than just hitting the spot or scratching my sports itch during this bizarre “sportsless” season of life. It is amazingly well done and the storylines captivating. Even if you couldn’t care

Extra empathy? Yes. I’m all for it. Positivity?  Absolutely. I’ve been preaching it in six consecutive posts. Proactive Calling.  You better, you better, you bet. I’ve seen an uptick in all three, and for the most part, am impressed with how sellers are demonstrating high levels of EQ and empathy, remaining positive and sharing positivity, and proactively pursuing

As HARD as this season/pandemic/crisis/lockdown is for so many reasons, I am also really encouraged by what I’m observing and hearing from salespeople and sales managers.So, instead of sharing “advice” with you in this post (although, below, I’ve got invitations to two powerful sessions – one for sales leaders and one for sellers – with

I’m thankful to report that, as predicted in previous posts, the dust has indeed settled as we’ve all transitioned into lockdown mode. No, it’s not ideal and there are definitely challenges and complexities, but we are settling in and learning how to adapt (and dare I say, even succeed) during this new temporary normal. I have been leading