Blog

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 »

34 Gigabytes! That’s how much content you consumed today according to a report published by the University of California, San Diego. I wonder how much of that information is retained even a few hours later or better yet . . . How much of the information turns into “action verbs” where we actually do something … continue reading »

Many people will judge you not only on what you’ve done but on what you haven’t done. You know, silly things like being available to your team and helping them become the best version of themselves! Removing non performers or even . . . Removing people who perform but they are a detriment to the … continue reading »

When working with my business owner and sales leadership clients, we’ll do a periodic review of their comp plan to make sure that we’re on track with our objectives. Sadly, most of these plans aren’t served up with a side order of “Atta boy” or “Atta girl”. Some flat out tell me that if the … continue reading »

Sometimes we do a really good job of putting things off! For some . . . it’s flat out denial that they are in need of something! For others, there’s good intention but then a swarm of bright shiny objects come along and, well you know the rest. For over 6 weeks now, I’ve been … continue reading »

For you if you’ve convinced yourself that they in fact Suck. Consequently, they will truly suck if your competitor believes otherwise and continues to outwork you. Time is one sneaky son of a bitch! A Monday here A Friday there A few hours here and there and then . . . Presto! You’ve lost control … continue reading »

I think an early gust of weekend is blowing through the sales playbook blog because I have this sudden urge to share a mighty cool technique I call “Twofers”. All you need is 2 minutes and a need for greater work/life balance! Scroll down and have a listen dude! Stay thirsty my friends  Powered by … continue reading »

Some feel they are too old or too young! Some feel they went to the wrong schools or grew up on “the wrong side of the tracks” Not enough experience, too much experience! Or maybe they just feel scared because of past failures! The good news is that no matter what excuse you give yourself … continue reading »

You just connected with someone on a social network . . . now what? If you come across as too aggressive and “salesy” you get unfriended, unfollowed and labeled “that guy”. If you hold back too much you just end up with a bunch of internet buddies! What’s an aspiring sales rock star to do? … continue reading »

Webster defines propinquity as “nearness of blood (kinship)” and “nearness in place and time” Aside from us all having a new word we can drop in the sales meeting this week, I believe you need to know this word. You can create “nearness” and “kinship” by making sure you’re “showing up” regularly with your prospects … continue reading »