4 Follow-up Best Practices that Build Value and Trust

By | January 17th, 2018|Follow-up|

Following up with prospects is arguably the most-missed sales opportunity. You may think of follow up as sending a note or calling to check in. I think about follow up as continually providing value after initial contact. You are probably an old pro at establishing a first meeting, but all too often, momentum (and your [...]

8 Ways Great Salespeople Are Like Comedians

By | January 10th, 2018|Attitude, Mindset, Speak|

I listen to a lot of different podcasts, and I’ve noticed that some of the best interviewers out there are professional comedians—Bill Simmons, Marc Maron, Joe Rogan—they all host great podcasts, they’re all great interviewers, and they’re all professional comedians. I don’t think it’s the fact that these people are funny that makes them great [...]

TEN WAYS TO SELL BETTER NOW

By | August 5th, 2017|Listen, Speak, Think|

You've got an assignment or a task. You know what you need to do, but you just don't want to do it because it's going to be difficult. In fact, you're practically twitching, looking for anything else to do that seems like it will be productive so you can put off the real work that [...]

WHY SALES SYSTEMS HAVE FAILED

By | July 31st, 2017|Think|

Salespeople are not suffering from a lack of resources. Just look around. There are a ton of sales tools available today: tech stacks include CRM systems, digital prospecting tools, marketing automation systems... the list goes on. Don't forget about the multiple opportunities social media provides to connect both online and in person. Remember the phone? There are [...]

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5 PIECES OF ADVICE FOR NEW (AND OLD) SALESPEOPLE

By | July 11th, 2017|Listen, Speak, Think|

I work with a lot of people new to the world of sales. Trying to learn this profession is akin to drinking from a firehose, there's just.so.much.to.learn. Whether you're new to sales, just starting a new gig, or a grizzled sales veteran looking to stay on top of your game, these five essential pieces of sales [...]

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5 THINGS THAT HAPPENED IMMEDIATELY AFTER I STARTED MEDITATING

By | April 29th, 2017|Attitude, Life, Think|

Sometimes when you're running one small business, it feels like you're actually in charge of five.  Revenues, budgets, expenses, websites, social media, accounting, legal stuff...  And this is before you even consider talking to customers and employees.  Not to mention spouses, kids, friends (what's a social life?)...  It's really easy to feel overwhelmed, which makes [...]

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WHAT DO YOU DO WITH A BROKEN EGG?

By | April 14th, 2017|Attitude, Life|

Recently, after a real bucket list experience, my travel plans were set back by about a day and a half.  Life intervenes.  Weather will do that, and having seen it myself, I really didn't need to fly that day anyway... Why Did This Have To Happen To Me? How many times have you heard that?  A [...]

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RETREATS ARE ABOUT MORE THAN REST

By | April 7th, 2017|Life, Think|

I played golf last week.  For some of you, that's a regular occurrence, but for those of us living in the northern United States, it's a big deal this early in the spring, and I actually have to leave town to do it.  Quite frankly, it's the leaving town part that's so beneficial. Sometimes You [...]

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WHAT’S YOUR PERSPECTIVE ON SALES?

By | March 26th, 2017|Think|

Someone paid a really nice compliment the other day.  He reached out to connect with me on LinkedIn and said he really enjoyed my perspective on sales. /pərˈspektiv/ noun- I thought about that for a minute...  How many salespeople don't actually have a perspective on sales?  They may have views.  I'm sure they have opinions. [...]

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YOUR AUTOMATION IS MISSING THE POINT

By | March 17th, 2017|Think|

Have you ever searched the web for cold calling strategies?  Looked for a template to use to set your cadence for social media posts?  Asked for a script or verbiage for all of your prospecting?  Don't even get me started on merge tags and mass emails pretending to be sent individually...  The only thing personalized about [...]

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HERE’S THE WINDUP, BUT WHERE’S THE PITCH?

By | March 11th, 2017|Speak|

If I've seen it once, I've seen it at least 100 times.  Another post on LinkedIn about social selling or something related, and then 58 comments about what you should be doing to get ready to make an effective sales call. "You can check their LinkedIn profile" "Follow them on Twitter." "Like a bunch of their [...]

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WOULD YOU WANT TO HEAR FROM YOU?

By | March 10th, 2017|Speak|

You do not have to go far to find a how-to guide for cold calling and emailing, social selling, or social media speeds and feeds.  They're everywhere.  The call cadence may differ, and the suggested number of tweets per day may vary, but they all run together to me.  In my mind, they're all attempts to try [...]

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GETTING YOUR VALUE PROPOSITION ACROSS- THE MOST GENUINE HALF SECOND

By | February 11th, 2017|Speak|

We’re constantly bombarded by messages, whether it’s the phone ringing, email notifications, little red circles and push alerts on your phone, tweets, snaps…  I can keep going, but you get the picture.  It’s hard to cut through all of that noise, yet your job as a salesperson is to do just that- deliver a meaningful [...]

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WHY DO YOU DISCOUNT?

By | February 5th, 2017|Think|

Yeah, yeah, I know… You give your customers a discount when they don’t want to pay list price.  I get that, but have you ever stepped back and really thought about why? “People Want To Feel Like They’re Getting A Deal” So essentially, you’re letting your price manage the expectations, while you ‘over-deliver’ a value [...]

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YOUR SALES PITCH- FROM “SO WHAT?” TO “SAY WHAAAAAT?”

By | January 28th, 2017|Listen|

“This thing is really cool.  You should buy it.  Let me tell you why.” I think this accurately boils down the way most people feel about selling.  A bunch of “Blah, blah, this product is amazing…” infomercial-type talking.  Well, if this guy is your role model, then I can understand that.  And if you want to play the [...]

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THE ‘SOCIAL SELLING’ PENDULUM

By | January 22nd, 2017|Think|

I think I’ve finally reached my tipping point when it comes to social selling… It’s probably been eight or nine years since I first heard that channels like Twitter and LinkedIn were both valuable for building a personal brand.  Facebook was good for more than reconnecting with high school classmates, and Instagram wasn’t even a [...]

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RELIABILITY LEADS TO LOYALTY

By | January 14th, 2017|Listen|

I write a lot about growth- getting uncomfortable so that you can get better at what you do.  In fact, I often challenge you to do so.  I’ve always respected people who have appropriately challenged me.  And I’m happy to take on the role for you as well.  But first I want to challenge the [...]

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STAGE FRIGHT

By | January 6th, 2017|Speak|

It’s that time of year again.  Last year’s results are being compiled and tabulated.  Salespeople are traveling to their annual meetings.  Awards are being engraved.  Bonus checks are being printed. Are you getting yours, or are you getting in your own way? Top Producers Get Recognition The very best get called up in front of [...]

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LET’S FACE IT- YOU CAN’T WORK HARDER

By | December 30th, 2016|Think|

I’m going to give you the benefit of the doubt that if you’re a regular reader of mine, or of anybody’s for that matter, then you’re putting in above average effort when it comes to developing your selling skills.  Most people just aren’t that interested in getting any better, so count yourself among the dedicated. [...]

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