Blog

There’s a really simple thing I’ve been doing for the last 5 years that’s had a HUGE impact on my selling efforts. I decided to inject a little fun into something that’s typically boring, stuffy and WAAAAY too “corporate”! Its a simple 8 1/2 x 11, at a glance overview of my services; “10 Ways I Rock … continue reading »

I’ve said it before and I’ll say it again; When you’re a buyer, getting pitched several times a day; everyone begins to sound the same! Here are a few examples of how your peers are leveraging creativity to STAND OUT! Jamie McLennan, Allegra Princeton Jamie sent me a really cool, imprinted  ball from a company … continue reading »

Imagine being on the receiving end of countless sales pitches each and every day! Sooner or later MOST if not ALL, sales reps would sound the same to you! In this week’s episode of The Sales Playbook Podcast we talk about; How To Set Yourself Apart In A World Where Everyone Sounds The Same! I … continue reading »

LeapJob tells us that 98% of cold calls fail. IBM argues that its more like 97% but here’s the bigger point; Some use that as an excuse to avoid picking up the phone. Others see it as an opportunity to look at where they might be lacking as far as their phone chops. There’s another … continue reading »

There we were, 25 of the most arrogant Sales Managers who had ever walked the face of the earth. We were good at what we did! So good, that we saw the training we were asked to attend as a punishment! As we sat there, counting the minutes until the first break, we were greeted … continue reading »

Whether a prospect says it to your face, behind your back or simply thinks it, your offering is subject to . . . How is this better? What’s the difference between this and your competitor’s offering? What’s the difference between this and simply doing nothing? And perhaps even a “So what?” or three! Here are 3 … continue reading »

Did you ever have a great meeting with a prospect only to watch the deal fizzle out in the weeks ahead? Did you ever get the distinct impression (after the first meeting) that their interest and urgency just wasn’t there? In this week’s episode of The Sales Playbook Podcast, we talk about the “Silent Killer” … continue reading »

So there you are competing for someone’s business, and then you find out that your competitor is badmouthing you. What do you do? You obviously DON’T want to stoop to that level, but you DO need to respond if your prospect shares it with you. I have a three step formula that I teach my … continue reading »

Going to make this quick . . . Identify The Sales Tactics You Need To Improve Upon. This FREE checklist will help! Get help. “Help” comes in many varieties from finding articles, buying books, buying cd’s, listening to podcasts, downloading templates and training, ask top performers how they’re getting the results they’re getting, hire a sales … continue reading »

Truth be told, most sales meetings SUCK! They are a complete waste of the sales rep’s time because; Too much time is spent reviewing each rep’s projections, pipeline. Things are discussed that would have been better suited for an email and; Too much time is spent teetering between motivational “rah rah”,  and bullying the team … continue reading »