It’s been an incredible year! I hope you feel that way, too. Recently, I spent time with two particular clients who would agree with that sentiment. These two companies could not be more different. One is a large global organization that I’m precluded from discussing publicly (but what I will offer is that I’m glad these …
Reap the Benefits of Selling with an Abundance Mentality Read More »
Earlier this year three of my favorite sales gurus and I conducted a fun, quick-hit, live web-video conversation offering blunt comments and bold tips for salespeople. We had a blast alternating between arguing the finer points of sales and patting each other on the back for being so smart. The audience feedback praised both the practical nature …
Prospecting Tips Video: Drip Value, Lose these Phrases & Stop Over-Qualifying Read More »
You know how CNN overuses the “BREAKING NEWS” thing ad nauseum? Remember how ten days after that Malaysia Airlines flight went missing they’d lead in with the dramatic music and the breaking news logo to tell us that the plane still hadn’t been found? That’s pretty much where I am with the non-stop hype about …
Are You Tired of the Social Selling Hype and Being Told Everything has Changed? Read More »
I can make the strong case that a large percentage of the underperforming salespeople and sales teams I work with struggle because of lack of activity — specifically, lack of face-time and meaningful dialogue with the right contacts at strategic target prospects. There is nothing controversial about that statement, and I bet most gurus, executives …
Stop Over Analyzing Your List and Get in Front of Strategic Target Prospects Now Read More »
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 …
Killing Your Prospecting Efforts Talking About What You Do Instead of What You Achieve Read More »
