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With the summer selling season upon us, my money is on the sales rep, who leverages the summer, instead of using it as an excuse to back off. When I say “leverage” the summer, I’m talking about using the summer to Change up your messaging Change up the types of outreach you’re using Offer a … continue reading »

I really wish I came up with the line, that became the title, for this blog post. One of my new coaching clients said that’s how he feels, when he’s trying to get a dialogue going with potential clients. He went on to say that less and less people are picking up their phones. Getting … continue reading »

In this week’s episode of The Sales Playbook Podcast, I share 3 very quick stories of how 3 people have established something all of us need in sales. Download this episode (right click and save) T-Minus 7 Days Until We ROCK Your Sales! Have you registered for our upcoming webinar 25 Ways To Sell More This … continue reading »

About a week ago, added a testimonial on the sales page for an upcoming webinar. Truth be told, I pretty much always do this for my courses, but never really included them for my webinars. The results were night and day to say the least. We all know that testimonials are powerful, but we don’t always … continue reading »

With our June 9th webinar (25 Ways To ROCK Your Sales This Summer) rapidly approaching, our focus has been on how you can LEVERAGE the summer, instead of being challenged by it! The first step, and forgive me if this is insulting, is to deal with it, instead of choosing not to think about it. … continue reading »

So I thought I’d give you a rare, behind the scenes, glimpse on how I coach my clients, to sell more, during the summer selling season. I hold absolutely NOTHING back and take you, step by step on the questions I have them ponder and a REALLY important thought process that separates them from their peers. … continue reading »

As a sales coach, I have a love/hate relationship with 3 days weekends. The “love” part is easy, because my clients recharge and reconnect with family, friends, and as a bonus, get some much needed “me time”. The “hate” part, is what a 3 day weekend does to productivity! Time Out: I’m not referring to … continue reading »

It happens every year right around this time . . . The start of the “Call me back after summer” stalls. The start of the slow down with many businesses Prospects and clients become harder to reach The start of the “mental check outs” from clients, prospects and (this may shock you) from us sales folk … continue reading »

Here are 6 benefits of pausing before opening one’s mouth 1)    The Interrupting Thing: I won’t spend too much time on this one because you’ve probably heard it a million times that pausing keeps you from interrupting. Pausing is especially helpful when you are on a phone (especially a cell) because you don’t have the … continue reading »

For many of you, today was a wasted day. You might have tried to reach a few people and gave up. Or maybe, you just didn’t try and decided to just do admin activities. For those of you who struggled this week . . . What will you do differently next year? Memorial Day wasn’t … continue reading »