It Must Be Pretty Boring For Your Prospects

Posted January 29, 2016

Pop Quiz: Do you think your prospects hear the same stuff over and over? Do you think they’ve flagged most responses to their standard objections as typical? It really doesn’t matter if they’re being exposed to the same messaging via phone, email, face to face, carrier pigeon, they hear it more than you think. Perhaps … continue reading »

The Absolute BEST Time Management Advice I Was Ever Given

Posted January 26, 2016

In this week’s episode of The Sales Playbook Podcast I share some AWESOME time management advice I was taught a few years back. I can’t even begin to tell you how much time I’ve saved (even some aggravation too). Before you give this a listen, I’d like to ask you for a huge favor. If … continue reading »

Coffee Isn't The Only Thing For Closers

Posted January 26, 2016

I often wonder, how many sales reps make the mistake of pouring a cup of coffee, in front of another sales rep (or worse yet, multiple sales reps) only to be reminded that; Coffee is for closers!   But coffee (or the God given right to pour it without ridicule) isn’t the ONLY thing for … continue reading »

What EVERY Sales Rep Needs To Know About Coaches

Posted January 24, 2016

For many years I thought coaches were displaced business folk who needed to pay the bills and then had a revelation that ended with “I know what I can do . . . I’ll coach!” Several  years back I changed my thinking and miraculously enough, my results changed too! Here are 4 reasons why I … continue reading »

How To Get Ballsier With Your Prospects & Clients

Posted January 21, 2016

In this week’s episode of The Sales Playbook Podcast, we talk about several areas where most sales reps need to become ballsier. When I say “Ballsier”, that isn’t a license to be rude, it simply means, having the guts to do some of the things we know we need to do. “Holding back” is probably … continue reading »

You Might Be Kidding Yourself If You Think You're Different!

Posted January 19, 2016

I was finishing up a book recently by Dan Kennedy where he referenced an interesting scene from Boardwalk Empire. Hardeen Houdini (Harry’s Brother) was talking with some people at a cocktail party when they asked him about his brother’s famous escape from a straight jacket, while being suspended, upside down, several stories in the air. … continue reading »

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