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For those of you who decided to take this week off, congrats! For those of you who decided to work this week, congrats. For those of you who did neither and sort of showed up for work but in all honesty, you were mentally checked out; You just lost a week! Holiday weeks weren’t just … continue reading »

For those of you who aren’t familiar with “trigger events”, they are compromised of things that are going on in your prospect’s and/or client’s world that can lead to a higher probability of someone needing your solution. A simple example would be the pandemic being a trigger event for the need for masks, ventilators, hand … continue reading »

Most sales reps make a snap decision that totally impedes the quality of their prospecting efforts. Care to guess what it is? They fail to have a premeditated prospecting sequence and end up; Deciding on what they are going to say as they reach for the phone or the keyboard of their computer. Now you … continue reading »

Everyone loves that quote from Mike Tyson; Everyone has a plan until they get punched in the mouth! Actually, they love that quote until they realize that’ They were the one that got punched. Take 2020 for example. I bet you started the year with not only high hopes but a plan to get you … continue reading »

It can be really challenging to be productive during a holiday week! Here are a few things that I do that have dramatically improved my productivity. The first thing I do is make a decision as to whether or not I’m working, recharging, or both that week. One thing I absolutely WON’T do is wander … continue reading »

I have numerous conversations with companies looking to hire me to train their sales reps. As part of the selection process, many people ask for references, but here’s the thing; I won’t share references until the RIGHT time Sounds kind of dickish, right? Perhaps, but stay with me. Truth be told, I have stellar references, … continue reading »

I shouldn’t have to remind you this but; If you’re not continually getting your message in front of potential clients (and existing clients) it’s going to get in the way of your success in the second half. This is the part where you say “duh” and I say “Let me finish” Your prospects and clients … continue reading »

I absolutely LOVE the tactic I’m going to share with you today thanks to our friends in the real estate, financial planning, and insurance industries It costs them next to nothing to do but; It sets these aspiring sales rock stars up for SUCCESS! Ready? They give them a page on their website where they … continue reading »

One of the things we’ve been discussing in our Virtual Sales Camp program is to stop feeling CHALLENGED by the summer selling season and instead; Learn To LEVERAGE It! How? Well if things slow down for you, it means you’ll have MORE time to do things that you’d like to do in sales, but NEVER … continue reading »

One of the best ways for you to stand out during the summer is to offer something valuable and “summer specific”; Like an opportunity to network with other professionals; While most of the networking groups, trade associations, etc, have shut down for the summer. Here are two really simple ideas that will cost you nothing … continue reading »