Is Overthinking Killing Your Prospecting?

By | 2018-04-11T15:08:03+00:00 April 11th, 2018|Listen, Prospecting, Think|

Your prospecting mode means a whole lot less than you think it does. Fundamentally, effective prospecting happens when you interact with people who can say yes to you. Prospecting methods have evolved over time and continue to differ across industries, but the principle remains: the mode doesn’t matter as much as the message. The evolution [...]

5 Ways to Channel Your Swagger to Succeed in Sales

By | 2018-03-19T15:36:49+00:00 April 2nd, 2018|Attitude, Mindset, Prospecting|

Selling is hard. There is no way around it. Even high-achieving salespeople fail twice as often as they succeed. It’s critical to keep your wits about you in this line of work. That’s where swagger comes in. I could write an entire ebook about swagger (and someday I might). Swagger is your inner rock star. [...]

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What I Noticed at the Gym…

By | 2018-03-19T15:30:59+00:00 March 28th, 2018|Attitude, Think|

At many gyms, you see a lot of people there for show. When you peak behind the curtain, it's clear there's no foundational strength. It's not that different in sales. There are many salespeople who are loud and flashy, but when you dig a bit deeper, you see that the people who are yelling the [...]

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How to Establish Yourself as an Industry Expert

By | 2018-03-19T15:29:28+00:00 March 26th, 2018|Messaging, Prospecting, Speak, Write|

As a sales professional, you're always working to earn attention. One of the most effective ways to earn attention is by establishing a reputation as a trusted industry expert. When you’re recognized as an expert, you can enter into a business relationship as trustworthy resource and peer. Trust is gold, because you must establish trust before [...]

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6 Prospecting Keys to Help You Get to the Decision Maker

By | 2018-03-19T10:59:13+00:00 March 7th, 2018|Prospecting|

Successful sales prospecting starts with understanding your unique value proposition. But no matter how great your pitch is, it will be ineffective if it doesn’t reach the person who can say yes to you. This goes well beyond the traditional “making sure you're in front of the decision-maker” conversation. The concepts in this post will [...]

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Sales Process Check-Up: Do you have a plan to achieve your goals?

By | 2018-03-19T15:26:57+00:00 February 28th, 2018|Mindset, Think|

Do you want to grow your business this year? (I’m assuming you do) Do you have a detailed plan to do it? (I hope you do) Do you have a consistent, repeatable sales process that will help you achieve it? (you might) Can you describe it? …without saying “it's all about relationships…"? (you probably can’t) [...]

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How to Cultivate Deeper Customer Relationships with Vulnerability

By | 2018-03-19T13:51:48+00:00 February 28th, 2018|Listen, Prospecting, Speak, Vulnerability|

In sales, you're often asking someone to change the way they're doing something. In order to change, they first have to admit they're not doing something as well as they could be. Admitting that requires vulnerability. When is the last time you got vulnerable with your prospect or customer? If you want your customers to [...]

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How to Stop Being Selfish and Improve your Messaging

By | 2018-03-19T13:39:05+00:00 February 28th, 2018|Messaging, Mindset, Sales Tension, Think|

I get calls all the time from salespeople who immediately jump into a self-serving pitch. These people are glossing over the fact that value is subjective and it means something different to every prospect they talk to. A canned pitch won't do if you're truly want to resonate with your prospect and convey your unique [...]

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Ask These 5 Questions to Learn from Lost Opportunities

By | 2018-03-19T13:37:54+00:00 February 21st, 2018|Why they Didn't Buy|

When an opportunity is lost, it’s tempting to play the blame game. Maybe you’re tempted to blame your company’s high price or someone in marketing for not giving you the collateral you needed to your message across. That approach is fruitless. Instead, if we shift our perspective and think of lost sales as opportunities to [...]

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6 Strategies to Create Tension and Close More Sales

By | 2018-03-19T13:23:11+00:00 February 7th, 2018|Closing, Listen, Think|

An object at rest will remain at rest until it is acted upon by some outside agency. In selling, that outside agency is need. That need is exacerbated by some sort of tension. Unless there is tension, you rely 100% on your prospect being ready to buy. At that point, the selling is already done. [...]

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How to Avoid Sending the Typical “Terrible Sales Email”

By | 2018-02-05T18:49:13+00:00 February 5th, 2018|Follow-up, Why they Didn't Buy, Write|

What's worse than an impersonal email blast? An email blast that tries really hard to seem personal, while remaining painfully, obviously, automated and impersonal. An outreach solution like this is nearly always a reflection of the actual solution it's offering. If the email is distant, insubstantial, and unthoughtful, it's likely the solution it's selling is [...]

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Asking Powerful Sales Questions

By | 2018-02-05T17:25:17+00:00 February 5th, 2018|Questioning|

What kind of questions are you asking on your sales calls? Are you still trying to figure out who the decision maker is and get the timeline for when the decision will be made and how much they will spend? What would happen if you differentiated yourself by not asking the same questions that have [...]

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How To Determine Your Unique Value Proposition

By | 2018-03-19T13:21:47+00:00 January 31st, 2018|Listen, Prospecting, Think|

Successful sales prospecting requires an acute understanding of what you’re selling. I’m here to break the news: you are not selling your product or your service. You are selling your unique value proposition. That is, you are selling the difference between what you are offering and what your customer is currently doing. Whatever your product [...]

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4 Follow-up Best Practices that Build Value and Trust

By | 2018-01-23T12:17:54+00:00 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 [...]

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8 Ways Great Salespeople Are Like Comedians

By | 2018-03-19T13:19:49+00:00 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 [...]

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Ten Ways to Sell Better Now

By | 2018-03-19T13:15:04+00:00 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 | 2018-03-19T13:13:46+00:00 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 | 2017-07-26T00:55:14+00:00 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 | 2017-05-01T13:33:24+00:00 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 | 2017-04-14T13:57:09+00:00 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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