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I’m going to go out on a limb and assume that if you set an appointment with a prospective client for 10:15 on Wednesday, you’d put that on the calendar. Right? How about if the boss tells you they need to speak with you on Friday at 2:00? Would you put that on your calendar? … continue reading »

I’m going to go out on a limb and say that you’re busy! You have all kinds of sales tasks that you need to complete each and every day, but unfortunately . . . some of them take you away from prospecting! If you’re like many sales professionals, that can lead to inconsistent prospecting which … continue reading »

I’m hoping that by now, you’ve realized, that there are opportunities for you as a sales professional via your social network. This is the part where some of you get defensive and say things like . . . “Nothing beats cold calls” or “Are you saying this ‘social’ stuff is better than the tried and … continue reading »

In this week’s episode of The Sales Playbook Podcast, we discuss that crazy thing, we like to call “your calendar” I outline a really easy formula for you to Get New Accounts Retain and Freakin WOW Those Accounts Grow Those Accounts Then, I show you how you stay on course, with those efforts. One minor … continue reading »

I thought I’d share the formula I’ve been using to grow my sales in an industry with way too many competitors! Here it is and its much, much simpler than you’d ever imagine. (2+2+2+15) x (260) + 3 x 4.33 + 1 x 12 For now, I’m only going to focus on the “2 + … continue reading »

For the last week or so, we’ve been talking about creating an effective plan to grow your sales. Forgive me for stating the obvious but . . . You could have an absolute kick ass, award winning plan, but; If you allow interruptions, time wasters and things that pull you away from the plan; Well, … continue reading »

I’m seeing more and more sales reps setting up an email auto response that lets everyone know that they only check email twice a day. The email includes a phone number for people to call if it’s urgent. From a time management perspective, I understand this completely. In fact, with the average person sending and … continue reading »

There’s an old McGraw Hill Ad that reads . . . I don’t know who you are I don’t know your company I don’t know your company’s product I don’t know what your company stands for I don’t know your company’s customers I don’t know your company’s record I don’t know your company’s reputation Now-what … continue reading »

A bad day in sales doesn’t wait until 4:59 to happen . . . Its the sum total of everything you either did or (in many cases) didn’t do, every minute and every hour that brought you there. By that same logic . . . A bad week never waits until Friday at 4:59 A … continue reading »

  There’s a question that I’ve been asking participants in my training programs and it immediately changes the tone. The room typically goes fairly silent, eye contact is usually broken and for about 30 seconds or so; it gets a tad awkward. Before I tell you what the question is, I don’t think for one minute, that … continue reading »