Blog

  How the heck do you find the RIGHT Sales coach? I put together a free, no strings attached, 14 page eBook for you that will help you ask the right questions, look for the right things and most of all . . . Find the right fit! Check it out for yourself and by … continue reading »

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; But coffee (or the God given right to pour it without being subjected to ridicule) isn’t the ONLY thing for closers! Fatter … continue reading »

How do you ask a prospect for their business WITHOUT being cheesy or gimmicky? I came across a technique that I’ve been using for about 15+ years and it works like a charm! Before I tell you all about it, I want to fess up and tell you that I’ve stolen this one from the … continue reading »

There’s way too much sales content that treats symptoms instead of the cause. Today, I want to talk a little about things you should be doing on the front end of your deals, so you can avoid things like; Objections Stalls Playing a Defensive Game In A Competitive Sale Loss of Momentum A Price Obsessed … continue reading »

Many years ago, I had the privilege of working with the #2 sales rep in a company with over 350 reps worldwide. I noticed that at the end of each month, he had a bunch of company mugs filled with candy and beautifully wrapped. Being the humble student I asked him about them. He replied … continue reading »

One of the most used and abused lines in sales is the old “Calling to check in” thing. In your defense, you’re trying to keep your deal alive but; By the same token you’re sounding like everyone else. I decided to put together a FREE worksheet for you to help stay top of mind in … continue reading »

What is your plan to keep your deal moving forward BEFORE it has a chance to stall? And should your deal linger a tad too long, what’s your plan to get it back on track? You’ll find that the quality of your communication is so much better when; You’ve thought it (thoroughly) through in advance! … continue reading »

Deals that die often took a bullet much earlier in the sales process but; Sadly, many sales reps never realized it. Please mark your calendar for Thursday, November 16th, at 11:30 am EST! We’re going to be talking about how to get in front of opportunities that have a much higher probability of closing NOW! … continue reading »

There are two questions that somehow, many of us forget to ask during our sales cycle. There’s nothing sophisticated about these questions and might even say “duh” but; Once you get done with that sh*t, make a note to start asking them 🙂 Ready? Whether you get the deal or you don’t, ask; Why? There … continue reading »

It was almost 6 years ago that I was considering a specific CRM for my business. I had a nice chat with the sale rep. Exchanged a few emails and then . . . I went “M.I.A.”! I got caught up in a few things, and this was no longer a priority . . . at … continue reading »