Blog

Stop looking for signs from the universe or for . . . Others to help motivate you. You already know what to do but . . . Are you willing to do the hard part . . . The part where you have to go out and get your uniform dirty? You can ponder that … continue reading »

It’s called “Paying full price for something when there was a special deal in place that nobody mentioned” Yesterday, I shared 200 ways for you to get “back to school” with your selling skills. I really screwed up one thing and feel an apology is in order. It seems like in my haste to launch … continue reading »

This week on The Sales Playbook Podcast we continue with last week’s discussion (you know, when I told you about some really bad mistakes a rep recently made with me) but . . . I saved the most EPIC mistake for last. It’s something so simple to grasp but yet so easy for people to … continue reading »

If there’s one thing you see lot’s of in sales, it’s extremes! Take this business of the cold call for example . . . There are some who believe you have no business being in sales if you aren’t going to make cold calls. There are others who will do everything they can NOT to … continue reading »

When you live in a world with too much information being consumed and then you marry that with an attention span that hovers about 9 seconds . . . You tend to scroll through things! That’s great from a time management perspective but . . . It may also mean that you are missing things. … continue reading »

I thought it might be useful to dissect a recent attempt by a sales rep to sell me advertising on one of the social networks. And don’t worry, I don’t name names nor do I attack it in a way to make someone feel like an idiot. Instead . . . I talk about some … continue reading »

Webster defines propinquity as “nearness of blood (kinship)” and “nearness in place and time” You can create “nearness” and “kinship” by making sure you’re “showing up” regularly with your prospects (clients too). Are you? This is why your calls have to be scheduled  . . . so you stay up on that “nearness” thing! Are … continue reading »

I recently had what could best be described as a really nice “bro talk” with one of my clients who just had a really bad medical scare. Everything turned out fine (thank God) and he told me how from this point on he was going to do all the things he spent a lifetime putting … continue reading »

Every once in a while, when business isn’t where we’d like it to be, things tend to get to us. I was speaking with one of my clients the other day and he expressed how frustrated he was with the lack of response he was getting on emails, calls, blog posts etc. He joked with … continue reading »

Us aspiring sales rock stars can be a proud bunch and as such we fail to do something that’s mission critical; Ask for help! We hesitate to ask other sales reps how they achieved a particular result because in doing so it sort of makes us feel inferior. We fail to ask our manager for … continue reading »