The Sales Profession Needs To Cry Bullsh . . .

Posted January 30, 2013

I received an interesting email the other day. It was from a sales trainer thanking me for volunteering to test his new app. Innocent enough; right? Until you take into account that I never promised him anything nor had I ever spoken to him (more on that in a minute) I responded and asked how/when … continue reading »

Sales School Starts Tomorrow But . . .

Posted January 29, 2013

We will be recording each session (slides and all) so this way you can go at your own pace. Every time we host one of our online Sales School programs, someone sends me one of those “Damn I missed it again” emails. I thought I’d send out a final reminder that we have to stop … continue reading »

The 3 Drivers Of Sales Success

Posted January 27, 2013

This is one of those posts where we could have easily kept adding things to a list and ended up with a mammoth list of things you need to do to be successful in sales. I thought it might be better for me to put on my Captain Obvious cape and break it down to … continue reading »

Overlooked Sales Opportunities

Posted January 26, 2013

Podcast Powered By Podbean Download this episode (right click and save) As good as we’d all like to think we are, we miss opportunities and leave the proverbial “money on the table”. Not a great place to be for an aspiring sales rock star and that’s why I have 5 ideas to get you thinking … continue reading »

We Need To Marry Traditional With New

Posted January 24, 2013

Somewhere along the line, it became acceptable to argue cold calling vs all the other things you can do to generate business. I’ve never been a fan of that discussion because it presupposes that its one vs the other and you can’t do all of the above. That’s a great way to limit your options … continue reading »

The Noise Is Burying Our Voices

Posted January 22, 2013

I have a file in my inbox for blog posts and articles that I need to read. Some of them are from the biggest names out there and I consider them valuable resources and yet . . . their thoughts remain in a file, unopened. There are many others that never make it to “the … continue reading »

The 5 Understandings Of Value

Posted January 19, 2013

Podcast Powered By Podbean Download this episode (right click and save) We often talk about “providing value” “giving value” “offering value” and sprinkle in some “value added” for good measure. Meanwhile . . . we could be missing the whole point! This week, we’re tackle 5 things that you need to understand when it comes … continue reading »

Your Sales Efforts Accelerate When They Smile At Each Other

Posted January 17, 2013

If you’ve been reading my blog for a while, you know that I’m a big advocate of using a “sales mix”. A “sales mix” is simply a mix of sales activities utilized to secure new or expand upon existing business. Here’s something really cool you can do with that mix. Make sure, your efforts “smile” … continue reading »

Richie Chooses Helpful Over “Salesy”

Posted January 15, 2013

There’s a really big misunderstanding when it comes to social networking. You have those who send you an invite and take your acceptance as an open invite to launch into a sales pitch. You also have those who invite you and then do a whole lotta nothing . . . Probably because they simply don’t … continue reading »

Join The Sales Playbook Communities

Posted January 14, 2013

The Sales Playbook community is growing on a number of different platforms. Here’s a quick list so you can be sure to join us and interact with your peers . . . all for the low, low price of FREE! Join 32,000 of your sales peers in our Linkedin group by clicking here! Facebook: 1600 … continue reading »

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