Sometimes we go over the top with our efforts during the courtship and then quickly fall into assumption that all is well during the marriage. I think its about time we had a chat about Client/Jedi Performance Reviews where you get together regularly with your clients and review the following: 1) Needs Analysis: That’s not … continue reading »
I’m sure by now you’ve heard that we all should have some kind of personal website, blog etc where people can get to know us. But what if you don’t have one? There’s a simple fix. Take your Linkedin profile and make that your portal to “learning more about me”. Here’s what you can do … continue reading »
There’s nothing worse than getting a groin kick from life and then having someone regurgitate some positive thinking cliché ad nauseam. You know: “You gotta make the most of it” “Somebody has a case of the ‘Mondays’” Note: I hope nobody actually says that but wasn’t that a cool scene in Office Space? “You have … continue reading »
In this week’s podcast, we talk about 6 ways you can present solutions with a higher degree of impact! Here’s a sneak peak! 1) Get your prospect back into “state”. When I say “state” I mean back to the point where they expressed emotions about either fixing something that’s broken or embracing an opportunity. The … continue reading »
A few weeks ago I found myself rushing to catch a train to New York City. The funny part was that I was not only early, I now found myself rushing to catch the earlier train. All so I could get to the city even earlier . . . to wait to meet a friend … continue reading »
There was a scene in Forrest Gump where Forrest just starts running forever. I believe he ends up running cross country or something, but whatever it was, the dude just kept running. Finally, he just stops abruptly and says something like “I don’t want to run anymore”. Sound familiar? Sometimes we just get so busy … continue reading »
I just received some very cool news from I-Tunes (drum roll please) The Sales Playbook Podcast will now be distributed and archived on I-Tunes! Needless to say, I’m a happy camper, but you can benefit too. 1) As of this writing there are over 16 episodes and several 2 minute sales tips. You can now … continue reading »
So there you are minding your own business and low and behold someone sends you a request to connect , be “friends” or for the Twitterati, you’ve been “followed”. Do you accept, “friend” or go off the deep and “follow back”? Before we continue, you need to know something about me and its not easy … continue reading »
No that title isn’t a typo, some kind of “link bait” nor is to meant to imply that in 15 short minutes you can achieve “Prospecting Greatness”. I just thought it would be cool to offer you a series of 15 minute “workouts” to help you strengthen your prospecting muscles. The first thing you need … continue reading »
Over the last 11 years I have conducted a bit of an informal survey with approximately 3000 sales and sales leadership professionals who have been through my training program. I ask “What are the qualities of a rock star?” Now, I might tweak the question a bit depending on the crowd. For example “What are … continue reading »
I look forward to hearing from you!
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