Category: Uncategorized

If you’re like most sales people, and you come across a blog post on asking better sales questions; You roll your eyes and you automatically think; “Here’s another repackaging of all those open ended and closed questions I learned when I was a sales padawan” Or maybe you’re thinking . . . “You’re going to tell me … continue reading »

Back in 2010, my wife was diagnosed with Breast Cancer (I know that wasn’t the opening statement you were expecting but please read on). We visited with a few different surgeons who pretty much asked the same questions and said the same things. Then we visited with this one surgeon who asked all the questions … continue reading »

If you haven’t registered for our A Simple Plan To GROW Your Sales In 2017 webinar, now might be a REALLY good time! Why? Because the webinar is TODAY at 11:30 am EST and the good news is that we’ll send you the replay if you can’t make it! Otherwise . . . Here’s what you’re about … continue reading »

Sometimes, we default to the same things, that we’ve always done, while shutting off the possibility of new tactics. When was the last time (and be honest) you considered modifying your plan to sell MORE? Things like . . . Hunting For New Business Wowing Your Existing Clients Growing Your Existing Accounts TOMORROW (January 12th, … continue reading »

In this week’s episode of The Sales Playbook Podcast, I outlined how anywhere from 1/3 to 1/2 of your selling time is lost. And the best part, is that this loss of selling time, happens so subtly, that it goes undetected. Whether you had a chance to listen to this week’s episode or you didn’t; The … continue reading »

Forgive me for being blunt, but I believe the technical term for running, running, running, but never feeling like you’re accomplishing anything is a “Sh*tty Feeling”! This is what happens when we spend our day in “response” mode instead of “I’m in control” mode. Tomorrow, (January 12th), at 11:30 am EST, we’re going to lay out … continue reading »

Forgive me for being blunt, but I believe the technical term for running, running, running, but never feeling like you’re accomplishing anything is a “Sh*tty Feeling”! This is what happens when we spend our day in “response” mode instead of “I’m in control” mode. Tomorrow, (January 12th), at 11:30 am EST, we’re going to lay out … continue reading »

For the last few weeks, we’ve been talking about the importance of having a plan that helps you; Get New Accounts WOW Those Accounts GROW Those Accounts 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) its going to get in … continue reading »

One of the biggest challenges we face as sales professionals is finding the time to do it all. On one hand, we’re graded and compensated on our ability to bring in new business, WOW and retain existing accounts and then grow that business but; Then there’s everything that gets in the way. How many times … continue reading »

For most of us in sales, there are 3 things that drive our success; Hunting For New Business Wowing Your Existing Clients Growing Your Existing Accounts On the surface, it might seem like just 3 things, but I’m sure we’ll agree that there are lots of “little things”that go into those efforts. Things that somehow, … continue reading »