I do. I wish all the wonderful sounding things we read from supposed “experts” online were true. Wouldn’t it be great if the perfect new sales tool they were pitching to us cured all that ails our sales? And how much easier would it be to fill a pipeline with legitimate sales opportunities if all …
With the 3rd OutBound Sales Conference less than three months away, I keep getting asked why OutBound has become so popular and what makes it unique. My answer is threefold. First, it’s the very specific focus. Every session is designed to help individual sellers and sales team leaders increase effectiveness in these areas: Prospecting. Pipeline. …
I have worked with way too many salespeople whose single biggest challenge is that they live in reactive mode. They sit and they wait. They wait for a lead. They wait for a customer to raise its hand and make a need known. Instead of proactively working their strategic target account list, they wait to …
The Most Valuable Salespeople Don’t Wait for Opportunities; They Create Them Read More »
In my last post, I made the bold statement that in order to become more productive at work AND to improve our quality of life, we must become more selfish (in a good way), and more focused on the very few things that truly move the needle – that increase productivity. Productivity, or the lack thereof, …
Most of us are overwhelmed, overworked, and most definitely over-connected. As a consequence, the salespeople, sales leaders, and even the senior executives I work with, tend to be under-focused, under-disciplined, under-rested, under-vacationed, and unfortunately, under-productive. I get it. There is always something urgent, and there are what feels like a ridiculous number of requests and …
To Increase Both Your Productivity and Quality of Life… Read More »
Last April, Jeb Blount, Mark Hunter, Anthony Iannarino and I launched the first OutBound Conference (pictured above). It was a sales conference for salespeople and sales leaders who wanted to take ownership of creating their own sales opportunities, responsibility for filling their sales funnels, and to experience success bringing in record amounts of New Sales. We were …
My sales management mentor, Donnie Williams (who was also my sales manager in the late 1990’s and my business partner in the early 2000’s), was great with one liners. He’s the one who came up with the quip I often use when salespeople tell us they are worried about selling more because production or the …
You Are Responsible for the Health of Your Pipeline, Results and Retirement Income Read More »
I returned from our family vacation and my annual e-sabbatical to a packed calendar, a long to-do list, and some intense client meetings. Like many of you have experienced, after a few days back to work, I began to wonder how long the benefits and battery recharging from vacation would last! For those who regularly …
Back from Vacation, Rethinking Email, and Tackling Real-World Sales Issues Read More »
As I work with senior executives, sales leaders and salespeople, I’ve observed a trait that is common among top-performers in all three roles: The very best executives, managers and individual contributors are Selfishly Productive. I started incorporating the description Selfishly Productive into team sessions I was leading a few months back and noticed what an impact that phrase had …
Are You Moving the Needle on High Payoff Activity or Drowning in Details & Admin? Read More »
