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For the better part of 15+ years I’ve done something once a month that has paid HUGE dividends for me and my family! I  invest on the surest thing on the planet . . . ME! As a sales professional, I’ve always had my usual paycheck and then once a month I get the good … continue reading »

Sometimes coaching arrives to our doorstep  . . . unsolicited! You didn’t ask for anyone’s opinion and yet they give you the old “Mind if I give you some feedback?” preface. All of these “coaching moments” can put us in a bit of a difficult position. On one hand we should be open to feedback. … continue reading »

There is a web company out there that puts out some amazing (actually super amazing content). I hear that have a really good product too but I have no intention of ever working with them, in fact . . . I’ll probably go out of my way to never use them. Why? Because they’re consistently … continue reading »

I had a bit of a wake up call a few months ago when I decided to practice what I preach here on yoursalesplaybook.com! I did an exercise where I mentally fired myself “fired myself” (pretty messed up when you own the company but whatever) and I realized something really important. Deep down, we all … continue reading »

I originally ran this post about 15 months ago and thought it might be time to repeat a valuable lesson! Ah the ancient sales ritual of hemming and hawing (aka pissing and moaning) about the prospect who isn’t calling us back. Unfortunately I’ve been there many times and it definitely isn’t fun, but I’m just … continue reading »

Stop what you’re doing and answer this simple question . . . What am I most grateful for today? Make an inventory of as many things as you can. Now go back to work . . . richer than you were before! Peace!

Yesterday, I asked . . . What is your preferred method of acquiring new business? Its something that many of us aren’t really conscious of . . . we just cling to our preferred or Sometimes we even make it really clear what we don’t prefer when it comes to how we go after new … continue reading »

I’m sure you’ll agree that there are many ways to hunt for new business. Some prefer to pick up a phone and call someone “cold” Some prefer email, snail mail or even overnighting things. Others prefer networking and/or social networking. Some are all about creative approaches and others work only by referral. Some prefer seminars, … continue reading »

When was the last time you challenged your thinking by asking “Why?” as in . . . “Why do I hunt business the way I do?” “Why do I structure my day this way?” “Why do I avoid these things?” “Why do I present my company with the words and phrases I’ve chosen” “Why do … continue reading »