There is a high potential that you may be selling well but closing poorly. Interest is created by benefits, but sales will close based on […]
Artificial Intelligence (AI) Is Perfect for Sales Performance
We are led to believe that Artificial Intelligence (AI) is the enemy of the future. Well, zombies come first, but then AI. Friendly at first, […]
4 Things Your Prospects Say Behind Your Back
It’s the meeting AFTER the meeting where your sales live or die. In the breakroom, meeting room, office, or hallway, what’s your prospect team doing? […]
Mindset, Mechanics and Magic
Recently, I met with Bill Caskey, a friend and colleague in sales performance development, caskeyone.com. We were talking about what makes for remarkable sales performers. […]
The Oddsmaker – What’s Your Chance of Winning?
Vegas has its oddsmakers. These experts evaluate all sorts of data to determine the likely outcome of some event- usually a competitive sporting event. All […]
Hiring is Awful, So Get Better at It
We are doubling our staff right now. Sales people, customer service account managers, administrative support. Hiring is the worst – the amount of time it […]
The Power of a Sales Bucket List
I just turned 50. I know it’s just a number, still…. The day itself passed without much fanfare and I truly did not feel much […]
Selling the Invisible
It is hard for anyone to feel deterioration or appreciate prevention. You can only really feel relief or crisis. If you sell qualities such as […]
Weekly Tip: Time Heals
Is it time to go back to some broken relationships? Lots of business relationships end. Customer-vendor, business partners, alliance and channel relationships…they often run their […]
Weekly Insider Tip: 3 Assumptions to Stop Making
INSIDER TIP OF THE WEEK What if I told you that there are no villains, idiots or jerks in the world? (First, I’d be lying, […]
Weekly Insider Tip: Prospecting Senior Executives Is Easier Than Ever
INSIDER TIP OF THE WEEK Every time I ask the question if prospecting senior decision-makers is easier or harder than it used to be, there […]
Weekly Insider Tip: It’s Always About Relationships, Just Never Only About Relationships
INSIDER TIP OF THE WEEK I’ve been spending a lot of time recently with a certain generation of sales people, my generation of sales people. […]