Category: Uncategorized

I think we’ve all seen the cartoon of the machine gun salesman being told “Tell him we haven’t got time for any of his bright ideas-we’ve got a battle on our hands”; by a guy ready to fight on with a sword. We laugh about it and we think its symbolic of many of the … continue reading »

If you enjoy reading blog posts and articles. If you enjoy watching informative videos and listening to podcasts; BEWARE because there’s a HUGE mistake many of you are making, and; It’s limiting your results! Think I’m kidding? Better check out this week’s episode of The Sales Playbook Podcast ASAP! Please right click this link to … continue reading »

According to a report from Leap Job, only about 2% of all the calls you’re making result in an appointment. So most people read about a report like that and they automatically put another nail in the cold call’s coffin. Instead, why don’t we explore WHY 98% of your cold calls are basically useless! 1) Because many … continue reading »

One of the toughest things for us sales folk to do is ask for feedback. It’s tough because of our egos. Our ego protects us from things that we think might be unpleasant, so it tells us “You really don’t need to know how your client, your prospect, your boss, etc feel about you!” And … continue reading »

I speak to so many reps who tell me that their boss offers zero feedback (unless they’re screwing up). So how does a sales rep create “coaching moments” with not only their boss but; Coworkers Clients Prospects And even self coaching moments too? Oh, and this is how we can dramatically improve our results this … continue reading »

Your attention span is a funny thing; It takes those moments where you may have had the greatest ideas and action steps and then . . . Suddenly you’re whisked away to someplace else only to be whisked away to someplace else. But Here’s The Kicker . . . When you let that get in … continue reading »

Many times a post like this is written by someone who would like for you to believe that they are a perfect specimen when it comes to coaching. Truth be told, I struggled with it during my early years in sales. Quite frankly my ego didn’t allow it and that was a huge mistake. So … continue reading »

I want you to be completely honest about something. Seriously; No sugar coating your answer. Ready? How many people in your professional life; Hold You Accountable? If you’re lucky, you thought of one, and it’s probably your boss but; I’m not talking about accountability in the context of results; How about action items that lead … continue reading »

Here are 4 reasons why I think getting a coach sooner rather later is in your best interest; 1) You Really DON’T Have Time For Mistakes! Business moves mighty fast and quite frankly, mistakes waste precious time. “Winging It” “Learning as you go” can work but having someone guide you (who understands the road ahead) is more effective. It’s … continue reading »

There’s this phrase that many people criticize leadership for making; We’ve always done it this way! We can be a tad guilty of that in sales too, in fact; In this week’s episode of The Sales Playbook Podcast we’re going to not only talk about it; I’m going to put myself out there and tell … continue reading »