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I’d like for you to really ponder the title of today’s blog post . . . “Our Problem Is That We Don’t Have The Courage To Ask For Help” We do this with our workload and then use the old “If I want it done right, I have to do it myself” excuse. I believe … continue reading »

In this week’s episode of The Sales Playbook Podcast, we talk about several areas where most sales reps need to become ballsier. When I say “Ballsier”, that isn’t a license to be rude, it simply means, having the guts to do some of the things we know we need to do. “Holding back” is probably … continue reading »

I was finishing up a book recently by Dan Kennedy where he referenced an interesting scene from Boardwalk Empire. Hardeen Houdini (Harry’s Brother) was talking with some people at a cocktail party when they asked him about his brother’s famous escape from a straight jacket, while being suspended, upside down, several stories in the air. … continue reading »

1)    Schedule Your Reading Time: If I were to take a guess as to why so many aspiring rock stars don’t have the time to read, it isn’t because they don’t have the time, its because they don’t schedule the time. I want you to think about what happens throughout the course of a typical … continue reading »

So there you are, facilitating an awesome meeting with a prospective client. You’re in your zone and things seem to be pointing towards a “YES!”. You can almost see the victory parade back at the office and you are fully prepared to tell your co workers “Don’t hate me because I’m beautiful” Perhaps even a … continue reading »

You’ve worked hard to get in front of your opportunities and that’s why you need to take out a few “insurance policies” to make sure your deals make it across the finish line. On February 4th, at 11:30 am EST, we’re going to be talking about how YOU can close more deals! Here’s what you’ll … continue reading »

Your prospects and clients are judging you and in this week’s “Quick Tip” we talk about why you absolutely MUST judge them back. Go ahead and give this a quick listen. You’ll get no “rah rahs” or “warm and fuzzy” pep talks . . . Just the truth! Download this episode (right click and save) Would … continue reading »

There are things that jump out at us in sales and yet, we choose to leave well enough alone. Sometimes we avoid the subject because we don’t want to jeopardize the sale, hurt feelings or who knows, incite a riot but . . . You’re doing your prospect/client a disservice when you avoid the “elephant … continue reading »

I want you to think about how you hunt for new business. Think about the message you typically communicate and the various forms of outreach you embrace. Do you make any of these prospecting mistakes? 1) Always Communicating A Message That Says “I want to sell you something” or “I’d like to set an appointment … continue reading »

Most sales reps don’t have an effective communication plan when it comes to trying to land new business. They cling to the phone and email (the two noisiest channels by the way) without utilizing other forms of outreach. On January 20th, we’re going to talk about how you can create a more effective mix of sales … continue reading »