Category: Uncategorized

A few weeks back I shared an important sales lesson to help you as you go into the summer selling season. Here it is again just in case you didn’t check it out and more importantly; Take action! Every summer for the last 8 years, I’ve created 3 very specific lists that have helped me; … continue reading »

So we blinked and 2019 has a little less than 6 months to go! Are you at least halfway towards reaching your sales goals? I guess the more important question is; If you AREN’T on track to achieve your goals, what are you doing about it? How can I help you get back on track? … continue reading »

In 2011 I began to really see things differently with regards to prospecting. That was the year I started my business and it’s also the year that I started to receive calls and emails from people trying to sell me stuff. Yep, the hunter became the hunted! So during the last 8 years of receiving … continue reading »

THE best time to break away from the pack is when; There ISN’T a pack! You know, like those times of year when your competitors slack. Take summer for example. Many of your competitors are in a more relaxed state and more casual about hunting. Many of your competitors will completely write summer prospecting off … continue reading »

At one point or another, we’ve all had a stack of networking business cards collecting dust and taking up space on our desk. Here’s something you can do this summer that’s incredibly easy! Take a few of those cards each week and send a quick email, referencing the networking event where you met, and suggesting … continue reading »

One of the biggest things we need to be mindful of while prospecting is changing up our messaging. One way to do it, is to use the “Promise Email, Call/Voicemail” tactic. And its super easy to do! Step 1: Send an email. In that email you’ll want to make them hungry for the next step … continue reading »

Sometimes we forget to think like a decision maker. We forget how overwhelming the decision process can be for someone who already has way too many things on their plate. I’ve already talked about the importance of recaps and the Concerns and Solutions approach; Let’s talk about one more thing you can do to simplify … continue reading »

Summer is a challenging time for sales reps. You have decision makers out on vacation. You have decision makers “mentally checking out” until the fall. And you get to hear the old “Call me back in September” blowoff more times than you’d like to! So what does the AVERAGE sales rep do about it? They … 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 »

Has anyone asked you how you feel you performed and what you could have done better in the first half of 2019? It would be great if you had a coach ask you that question; Especially one that doesn’t allow you to fluff off the question like you’re probably doing right now! We don’t get … continue reading »