Blog

I’ve often thought about how our biggest competitor is no longer the other company that offers our widget . . . it’s all the things that divert our prospect’s attention! In general, the attention span of the human race is now at an alarming 9 seconds. That really sucks for us sales folk! This week’s … continue reading »

I was finishing up a purchase at a local supermarket the other day when the cashier told me not only the amount I owed,  but told me how much I saved. Needless to say, I left there feeling like I received great value. It also served as an important reminder of how we might want … continue reading »

Each day thousands of sales reps drink deep from their company’s rich well of corporate Kool Aid. I won’t lie to you, I too have emerged from many a company “rah rah” complete with a Kool Aid mustache. Worse yet, many of us have this false sense that our clients will willingly drink from our … continue reading »

Sometimes we move so fast that we don’t slow down to think about what we’re doing, how we’re doing it and if it’s the most effective way for us to get from “Point A to Point B” I believe this happens with our “hunting” activities so I thought I’d highlight a few mistakes with the … continue reading »

I read something the other day that really rubbed me the wrong way. For starters the author mentioned someone he was talking with who said something about cold calling he didn’t agree with. He then goes on to say how he wanted to call her an “idiot”. I can’t help but think that some person, … continue reading »

All of us, whether we like it or not are creatures of habit. The sad part is that we’re often unaware of the things we do, day in and day out simply because they’re habits. Here are 8 things for you to think about to change things up, refocus and maybe enjoy the week a … continue reading »

In the spirit of due diligence, a potential client will . . . Visit our websites Check product/service review sites such as Yelp, The Better Business Bureau etc They will “Google” our company Etc Then there’s the part that many of us miss  (I certainly did prior to November 2008) They also check us out! … continue reading »

Here’s a new play for your playbook . . . Ask for a tour when you meet with prospects! Why? Here are 5 reasons! 1) You Create Additional Energy! Energy is a really good thing in a meeting because it helps create emotion and emotion is pretty freakin cool too because it’s the first step … continue reading »

With everyone heading back to school here in the states I thought it might be apropos for us to talk about how we can accelerate our learning and bring our selling skills to new levels. In this week’s free audio sales lesson we cannonball, full force, into that pool! Here’s What You’ll Gain By Listening … continue reading »

No business needs ever occur on Fridays . . . They schedule themselves Monday through Thursday. Oh, and if its a Friday during the summer it might violate some unwritten law. Decision makers don’t make decisions on Fridays and never answer their phone on Fridays so don’t bother. They don’t accept emails from sales reps … continue reading »