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34 Gigabytes! That’s how much content the average person consumes daily according to a report published by the University of California, San Diego. I wonder how much of that information is retained even 24 hours later or better yet . . . How much of the information turns into “action verbs” where we actually do … continue reading »

Reason #1: They have way too many things on their brain and you simply aren’t catching their attention. More specifically . . . They are exposed to over 3,000 advertising messages per day according to FastCompany Magazine They send and receive over 100+ emails daily according to Radicati Group They are interrupted 7 times per … continue reading »

If there’s one point. that I’m trying to drive home this summer, it’s for you to stop using the summer as an excuse to slow down your sales efforts. Stop with the justifications for slacking like “No use in calling because people are off on vacation” “Nobody sets appointments over the summer” etc. If you … continue reading »

I see it (and experience it) time and time again. A sales rep calls a prospect, they don’t answer so they either leave a message or they simply call back. Some will immediately email after they left a voice mail (which I think is dickish but to each their own) and the cycle repeats itself … continue reading »

I love to share the story of Colonel Sanders when he was struggling and trying to get what would later become “KFC” on the map. The long and the short of it, is that he took well over 1000 “No’s” before his first “Yes”. Pretty amazing when you think about it but who really cares … continue reading »

If you’ve been reading this blog for a while you know how I feel about statement like “I already know that” or “that’s Sales 101” I have two simple things I want you to ask yourself the next time you find yourself saying that. 1) “It’s great that I know that but am I actually … continue reading »

I speak with a lot of sales reps who feel Fridays and/or Mondays are good for “admin” I’m not sure that I agree! I think we can designate blocks of time for admin but I’m a tad selfish with my selling time. I don’t ever want to dedicate a full day to anything that isn’t … continue reading »

We’re living in a world where many prospects enjoy the safety of holding off on making a decision. Sadly, we also live in a world where many find it safer to cling to the status quo too. Either way . . . it sucks for us sales folk. Before I offer something really simple to … continue reading »

Your attention span is a funny thing . . . It takes those moments where you may have had the greatest ideas and action steps  and then . . . Suddenly you’re whisked away to someplace else only to be whisked away to someplace else. And so on and so on. But Here’s The Kicker … continue reading »

We’re living in a world where many prospects enjoy the safety of holding off on making a decision. Sadly, we also live in a world where many find it safer to cling to the status quo too. Either way . . . it sucks for us sales folk. Before I offer something really simple to … continue reading »