Category: Uncategorized

Wouldn’t it be great to get in front of prospects with a strong sense of urgency? But can we really find these types? The good news is that we actually CAN when we identify “Trigger Events” A “trigger event” is something that’s going on in your potential client’s world, that leads to a higher probability … continue reading »

I encourage my coaching clients to LEVERAGE everything each season gives them. For example, we’re about to head into the fourth quarter. The fourth quarter is an opportunity for you to LEVERAGE things like; Decision makers needing to use up their budget. Decision makers looking to stretch their budget so they can make it to … continue reading »

If you’ve followed me for a while, you know that I despise the “hustle porn” crowd. You know, the ones who brag about still being in the office at 10:45 pm, getting up at 3:00 am, and how weekends are for lightweights! I do think there are seasonal exceptions! Take this time of year for … continue reading »

If you aren’t in the mood for a little tough love today; Now would be a splendid time to go and read something warm and fuzzy instead. Consider yourself forewarned, because I’m going to be extremely blunt, and there’s a good chance that you are going to be offended. Here goes; Many of you work … continue reading »

Sadly, many sales reps become the victims of inconsistent prospecting this time of year. Think about it; For starters, we’re coming off of summer, where many reps wrote off prospecting, because they convinced themselves that nothing happens during the summer. Whether that’s totally true in your industry or not, one thing IS true; That time … continue reading »

I wanted to give you a very timely heads up regarding a new webinar (and early registration discount) I announced yesterday. The purpose of this webinar is to offer you tactics and templates to expedite your deals during the fourth quarter. Why this is so important; The fourth quarter presents a very different set of … continue reading »

This time of year EVERY second counts! Personally, I have zero time for time wasters; Even if the time waster is a prospect or a client who; Really ISN’T onboard or; Someone who’s price obsessed when I’m really not looking to position myself as Castain’s Bargain Basement Training Emporium. Someone who’s begin extremely difficult or my … continue reading »

I’ve always felt that the fourth quarter presents a very different set of challenges for sales reps. It’s challenging because we’re all under the gun and don’t want to appear desperate and/or become a pest! We need to move deals along WITHOUT prospects feeling pressured. We have to navigate holidays and more than a few … continue reading »

“People do business with those they know, like, and trust”; Yes, but I’ve always had concerns about the “like” part of the statement. While we certainly don’t want to be disliked, our need to be liked can lead to; Failure to ask prospects tough questions. Failure to have tough conversations that need to be had. … continue reading »

CONGRATS to those of you who actually clicked on today’s blog post! You’re in a rare group of discerning sales reps who have no problem thinking about the new year; BEFORE it actually starts happening! Most people make a terrible mistake when it comes to goal setting and more importantly; Goal IMPLEMENTATION! Don’t get me … continue reading »