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My message for the last few weeks is that we need to embrace different tactics now that we’re entrenched deeply in the fourth quarter! We’re going to lose time in a few weeks to Thanksgiving and then the dreaded; Let’s revisit this after the holidays! We can’t afford to lose time and we certainly can … continue reading »

There’s an email that I used to send when I led my sales teams at Dale Carnegie. Once a week my reps would bring me the contact names and email addresses of the deals they were working on that week. Note: For those of you wondering why I didn’t just take it from our CRM, … continue reading »

I’ve always enjoyed Halloween and miss the days when my kids would hand over the candy they didn’t like but; It’s a day that legitimately scares me and here’s why; First, it’s always been a reminder for me that there really isn’t much time left in the year. More specifically; There’s a little less than … continue reading »

So here we are rapidly approaching year end, and suddenly you find yourself sitting on a bunch of deals, that seem to be dragging. That in and of itself can be a challenge but; It’s the fourth quarter and you’re about to lose (a good week) because of Thanksgiving here in the US and; Then … continue reading »

So there you are trying to expedite your deals BEFORE year end when you learn that your competitor (s) is also competing for the same deal(s). What do you do when you learn that you and your competitor(s) are competing for the same account? For starters, you can leave landmines! A landmine is something you leave … continue reading »

Think about ALL the emotions you experience as a sales professional. If you were to jot them down, you could easily see a wide variety of both good and bad and probably a few emotions that fall in between but; That’s actually the easy part. The hard part is being mindful of the fact that … continue reading »

Whether you’re struggling with your sales right now or kicking ass and taking names; It NEVER hurts to consider how you can get BETTER results! We all need guidance and feedback and if we’re being completely honest; We all need someone to hold us accountable to take action, and even; Call us out when we … continue reading »

There’s nothing worse than losing a deal to a competitor who’s less qualified than you and your company! Before you write that statement off as a hypothetical; I’m here to tell you that it might be happening without you even knowing it. How? By your competitor “showing up” more than you do and; Presenting their … continue reading »

In this week’s episode of The Sales Playbook Podcast, I share several ways to keep your deals moving forward especially; When it’s almost year end and we need EVERY deal to make it across the finish line! So go ahead and give this episode a listen and if you’re too busy for FREE sales lessons, … continue reading »

This is the time of year when many sales leaders are knee deep in planning their January “Sales Kick-Off” meetings. While there are many things you need to consider (like hiring a kick ass speaker) there’s one, absolutely NON NEGOTIABLE thing you need to include but; Before you decide to blow this blog post off … continue reading »