Category: Uncategorized

Over in our LinkedIn Sales Playbook community, Rob Evans started an interesting discussion centered around the struggle in finding quality sales reps. Well it must have been “where the hell do I find a good sales rep” week because I also received 2 emails asking for a few ideas. Maybe it’s Rob’s fault, I don’t … continue reading »

I’m going to say something and you better be able to say “duh” after it otherwise you’re seriously out of touch. Buyer behavior has seriously changed thanks to all this online stuff. Duh. Right? So hold that thought for a moment while I take you through a scenario where you’re most probably leaving money on … continue reading »

Today, I get to play marriage counselor to all you sales reps and sales managers because quite frankly, things might need to change! I tackle 3 areas where you both might have to grow up, start showing up or just give up and suffer the consequences of a crap relationship! If you’re a sales rep … continue reading »

In the latest attempt to lure customers away from their competitors, T-Mobile is now offering to pay the early termination fees should you decide to break your contract and go with them. I suspect they will generate a considerable amount of revenue but don’t let that keep you from learning the following 3 bad sales … continue reading »

For many years now, I’ve taken some time to do something I really can’t do during the week . . . THINK! Don’t get me wrong, this crazy brain of mine is going full force during the week, but there are phones ringing, mucho emails, training sessions, coaching calls and no shortage of things pulling … continue reading »

I’ve always believed that you can’t lead a sales team properly from behind a desk! I do sympathize with you that you have lots of things keeping you there (including sales reps, who in many cases don’t want their manager along) but you’re missing out! You’re missing out on an opportunity to see where your … continue reading »

It was a very big day for me today because I signed the largest check I’ve ever written in my life. With that comes some good news and some bad news. The good news is that the check was written to me and for me. The bad news is that I don’t have the funds … continue reading »

This week has been nothing short of crazy for me! Sadly, I dropped the ball twice when I planned on getting to some activities that I absolutely MUST do in order to keep my business growing and just couldn’t get to them. I found myself justifying my activity (or lack of) by saying that I … continue reading »

Testimonials are so important because they serve as proof  (not that anyone would ever doubt a sales dude/dudette) They also answer the question “Who says so besides you?” I believe that today’s buyer finds solace in sticking with the status quo until you and I show them a better way and then reassure them that … continue reading »