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Please resist your urge to blow this off and think about something “safer”. There are some people who won’t take the time to get better at their craft because they’re “busy”! Meanwhile, they have plenty of time for football games and tweeting their play by play of the games, online gaming etc. You have others who … continue reading »

Here are a few of the things you may have missed recently in our Sales Playbook communities. LinkedIn Sales Playbook Group Karl Castan wants to know . . . Digital Disruption Much is said about how technology is disrupting the accepted patterns of doing business. From your perspective as sales professionals, how do you see this playing … continue reading »

According to a study done by the Harvard Health Watch, an average American spends 101 minutes per day driving. I’m guessing that number is quite a bit higher for those of us in sales? How are you investing that time? According to the University of Southern California, if you drive 12,000 miles a year, and … continue reading »

In this week’s free audio sales lesson you’ll discover: Why you need to change up the type of message you put out there to your potential clients. Why you need to vary the types of touches you’re using to deliver those messages How you can change things up and capture the attention of your prospect. … continue reading »

This is a guest post from Richie DeMarco According to Social Media Examiner – “25% of small businesses spend 6 – 10 hours each week on social media marketing.” Many in my network are small business owners that are still on the fence when it comes to social media.  I asked them what they thought … continue reading »

When you really look at everything competing for your potential client’s attention, you have to admit, it’s real easy for them to forget that you exist. Here are a few things you can do to become less forgettable and more MEMORABLE. 1) Look at your messaging and make sure you aren’t always trying to sell … continue reading »

As many of you know, I have a LinkedIn group called Sales Playbook. There are 51,000 of us and from time to time, we like to take on issues that strike a chord with sales reps. A few weeks back, I decided to post the following question; Fact or Crap . . .You’re Lazy If … continue reading »

Have you ever become frustrated with prospects not returning your calls, not giving you the time of day or perhaps you were (or are) frustrated with the results you’ve been getting? This week’s Quick Tip has your name on it! I’m going to share a story about something that not only had me frustrated, it … continue reading »

I want you to think about how you hunt for new business. Think about the message you typically communicate and the various forms of outreach you embrace. Do you make any of these mistakes? 1) Always Communicating A Message That Says “I want to sell you something” or “I’d like to set an appointment with … continue reading »

Here are a few of the things you may have missed recently in our Sales Playbook communities. LinkedIn Sales Playbook Group Steve Young wants to know . . . What is Your Biggest CRM Pain? Bob Davis is looking for . . . Suggestions on Sales MANAGEMENT Books? Niall MURPHY would like to know . . . Could customers compete … continue reading »