During a virtual training event last week, a sales manager asked a really blunt question. Before I tell you what it was, you need to know something about this sales leader. She is easily THE most caring manager I’ve ever worked with. Her team not only loves her but would march into the depths of … continue reading »
Want to know how you can have a 14 month year in 2021? Somewhere along the way, we were programmed to believe that we should start our goals for the new year on January 1st. My question for you (and this is why I make the big bucks) is; WHY WOULDN’T YOU START NOW SO … continue reading »
So here we are heading full speed into our year end sprint; During a year when each of us has been sucker punched due to the pandemic. In this week’s episode of The Sales Playbook Podcast, we discuss 4 things you should be doing at this point to help take better control of your results! … continue reading »
Many times a post like this is written by someone who would like for you to believe that they are a perfect specimen when it comes to coaching. Truth be told, I struggled with it during my early years in sales. Quite frankly my ego didn’t allow it and that was a huge mistake. So … continue reading »
Whenever you write a blog post that mentions “One of the most important things for sales reps to be thinking about right now”, you open yourself up for people saying things like “Shouldn’t sales reps be thinking about how to best serve their clients?” So let’s all agree that figuring out the best ways to … continue reading »
Many of you have emailed me asking for tips on how to reduce the probability of prospect “no shows” during Covid-19. One thing you can do is to start using the calendar invite you’ve been sending differently. Within the calendar invite is the “event details” section. You can either put a traditional agenda in this section, or … continue reading »
One thing I tell my coaching clients is to; Always use what you’ve been given! For example; For some sales reps, the holidays suck because everyone is telling them to “call back after the holidays”. How can they use what they’ve been given here? The holidays give us an opportunity to change up our messaging. Decision makers … continue reading »
Right now, your prospects and clients; Have doubts Are hesitating Are skeptical and; You’re probably experiencing MORE objections than you did before the pandemic! If you’ve been reading my blog and/or listening to my podcast, you know that I love to talk about using evidence to reduce/eliminate doubt, hesitation, skepticism, and objections. But there’s one … continue reading »
As sales professionals, we face all kinds of objections and stalls on a regular basis, but one of them takes the prize; “We’re going to hold off until after the pandemic!” On the surface, this is a no win situation. If you tap out and comply every time you hear this, you’re gonna have skinny … continue reading »
With every week that passes during Covid-19 there are; New challenges and new opportunities, but; How Can We Continually Adapt So We Actually Stay Ahead At A Time When So Many Are Falling Behind? I truly believe that there are things, right now, that you absolutely MUST think about, discuss, and IMPLEMENT in order to … continue reading »
I look forward to hearing from you!
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