You Had Better Be Armed With More Than Just A Phone!

Posted March 30, 2015

  Here are 5 solid reasons to have more than just a phone in your sales toolbox. 1) People just don’t answer their phone any more. If you put all your eggs in that basket, you miss out. And “I’ll just make more calls” is simply doing more of an unproductive activity. To that end, I … continue reading »

A Quick Tip To Start The Week STRONG!

Posted March 29, 2015

It should come as no surprise to you that buyers can be skeptical and cautious at times. It should also come as no surprise to you that  skepticism and cautiousness show their ugly faces in the form of objections, stalls, rejection or just disappearing because they lack the stones to tell you “No”. This week, … continue reading »

How To Utilize Personal Branding To Drive Sales Results

Posted March 25, 2015

In this week’s episode of The Sales Playbook Podcast, I interview Richie DeMarco. Richie is the Vice President of Sales for Eveready Hardware and not only leads their sales team, he’s personally responsible for a large portion of the company’s sales. Yep, Richie still sells! Richie has built a powerful personal brand and has established … continue reading »

Do You Disrespect Your Clients Like This?

Posted March 23, 2015

I recently facilitated a group coaching call that was comprised of Vice Presidents of Sales and small business owners. I asked everyone how they felt (as customers) when . . . Their cellular company offers a really cool special to new customers and existing customers get nada. Their cable company does the same thing or worse … continue reading »

A Quick Tip To Start The Week STRONG!

Posted March 22, 2015

In this week’s quick tip we talk about two people who were rejected over 140 times and then embraced a really simple philosophy that helped them go on to build an empire valued at over a billion dollars. The best part, is that YOU can embrace this philosophy immediately! Download this episode (right click and … continue reading »

How To Find The Time To Hunt For New Business

Posted March 18, 2015

Many of us have good intentions when it comes to hunting for new business but then a client calls, a fire needs to be put out, TPS Reports needs to be filed and next thing you know, it’s been weeks/months since the last time we hunted. Worse yet, we have the boss breaking our balls … continue reading »

Things To Do When Someone Hangs Up On You!

Posted March 16, 2015

I don’t care how nice you are or how professional you are, sooner or later someone is going to hang up on you when you call to do business with them. What’s an aspiring sales rock star to do? First, let’s talk about what you shouldn’t do. Call back and do the old “I’m sorry … continue reading »

A Quick Tip To Start The Week Strong!

Posted March 15, 2015

This week’s quick tip addresses something that can dramatically impact your ability to earn as a sales professional. I can also tell you that it can make or break your career but . . . You really do have to have the ability to (as the line goes) “Handle the truth!” Can you handle the … continue reading »

Episode 120 The Janitor & The Jedi Master

Posted March 10, 2015

  Today, I did something that represents one of the most painful things I’ve had to do in a really long time. I decided to take a page from my life, when I lost my Dad, and verbally share some lessons as well as a really profound experience I had during his wake. In the … continue reading »

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