Blog

Do you remember that movie, Groundhog Day, with Bill Murray? The guy relives the same day over and over. When he did it, it was funny, but when a sales rep does it, opportunities are lost. In this week’s Quick Tip, I share 5 ways for you to change up your week. Before you have … continue reading »

That’s what one of my coaching clients told me they want to yell at their prospects and clients come summertime! Why? Because many of them “mentally check out” and it becomes more challenging to . . . Get them to respond Convince them to meet NOW vs after the summer Even trying to reach them … continue reading »

Some sales reps are about to experience a %16.5 to 25% loss of their productivity. How? By simply joining their prospects and clients in the “mental checkout” that occurs, from July until September, and in other cases, as early as right after Memorial Day. In anticipation of the “summer blow off” (“Call me back after summer”), … continue reading »

There’s a funny thing about selling over the summer . . . Summers weren’t just invented . . . They’ve existed your entire sales career (and probably a few centuries before) So, you’ve encountered seasonal challenges before and yet . . . You continue to act like this is the first year that summers have … continue reading »

There are certain times of year where, how can I say this gently, people mentally check out! We experience this during the holidays where people milk what should really be about a week, into a 6 week, mental sabbatical. We’re about to experience it again, (at least here in the US) starting a few days … continue reading »

I can’t speak for those of you outside of the US, but, people here in the US are about to leave on a “mental sabbatical”! They start it (at least partially) right around Memorial Day and go full out once July 4th hits. This mental sabbatical occurs from both sides in that . . . … continue reading »

Here are 3 things that you absolutely MUST own if you want to DOMINATE in your space! The only disclaimer I’ll offer, is that you might have a role in sales where an item on this list might not apply. If this is you, then my advice would be to customize this list to the … continue reading »

I Have A Confession To Make . . . There was a time when my selling efforts went completely out of whack and I paid for it dearly each payday! I didn’t really have a good, solid plan to keep up my appearances with both potential clients and existing clients. I found myself responding to … continue reading »

So let me get the easy stuff out of the way first . . . Your biggest competitor isn’t the other guy/girl/dude/dudette or company up the street doing what you do. Its much bigger! Its much deadlier and . . . It’s a silent killer in that most people fail to properly acknowledge its existence. … continue reading »

There was an interesting study conducted by DDI where they found that the average American spends 15 hours per month criticizing or complaining about their boss. The obvious reaction to this if you are indeed part of the “15 hour gang” is to do something about it and recognize that it might be chewing up more … continue reading »