What Will You Take Home With You Tonight?

Posted April 30, 2014

When you pack up your bag and grab your keys for the trek homeward this evening; What else will you take home? Will you take home a thought that makes you feel productive, appreciated and accomplished? Will you take home the politics, the nonsense and “BS”? Will you take home a lesson that will empower … continue reading »

Don't Ever Coach A Sales Rep This Way!

Posted April 30, 2014

Sometimes we forget about that crazy thing called “a salesperson’s ego” and how difficult it is for them to make themselves vulnerable enough to ask for help. So when a sales rep goes to their manager and needs a little coaching . . . 1) Please don’t launch into a lecture about what they should … continue reading »

Be Brief Or Be Gone!

Posted April 28, 2014

The BBC released a report back in 2010 where they found the average attention span of the human race had dropped to an astounding 9 seconds. Does that shock you? More importantly . . . how do you work with that? Do you ramble on for long periods of time without coming up for air? … continue reading »

The Parable Of The 3 Gold Rocks

Posted April 27, 2014

Once upon a time, in a sales cubicle far, far away, a Sales Manager put forth the proclamation that the contents of two buckets be combined. In one bucket, there were three, big golden rocks that were said to hold the secret to sales rock stardom! In the other bucket . . . golden sand … continue reading »

This Week In The Sales Playbook Communities

Posted April 26, 2014

Here are a few of the things you may have missed this week in our Sales Playbook communities. On Facebook Do you commute to an office or do you work from home? Which one do you prefer and why? When it comes to your compensation . . . Do you prefer salary plus commission or … continue reading »

My Issue With Some Bag Carrying Sales Managers

Posted April 25, 2014

I’m a firm believer that everyone in an organization needs to be as Tom Peters has said “Close to the customer” I’m a firm believer that the higher up one progresses in an organization, the more removed they can become from the “street level” because they’re hovering somewhere around 30,000 feet. With this in mind … continue reading »

Anyone Up For Some "Mixed Martial Arts" Selling?

Posted April 24, 2014

There are some who swear by the tried and true selling methods. Having sold for 31 years, I understand because I was taught that way. There are others who feel that things like LinkedIn, Twitter, email etc is where the eyeballs have shifted to and then there’s people like me, who feel that it’s ALL … continue reading »

How To Annoy A Group Via "Reply All"

Posted April 23, 2014

There’s a productivity killer lurking in the inboxes of the world today and its about time we stopped the insanity! I’m talking about the senseless killing of minutes. The heartless ravaging of nerves and . . . The brutal slaying of common sense when you find yourself in A Reply All Insanity Fest! I bear … continue reading »

2 Simple Questions About Your SmartPhone

Posted April 23, 2014

According to Kleiner Perkins Caufield & Byers’s annual Internet Trends report, the average person checks their smartphone 150 times each day! That made me wonder . . . 1) How many times a day do you check your smartphone? Do you even know? 2) How many of those smartphone visits are truly necessary and not … continue reading »

A Deceptive Post About Cold Calling

Posted April 22, 2014

I just tricked you which is why I decided to call this post “A DECEPTIVE Post About Cold Calling” Guilty as charged but there’s a method behind my madness. Any time, I put up a post that has anything to do with Cold Calling, I can expect double the amount of visits to my website … continue reading »

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