A few months ago Trish Bertuzzi from The Bridge Group commented on one of my blog posts and offered an idea that I wish I had thought of! She calls it “10 Before 10” and its simply a daily commitment of getting 10 calls in the bank, before 10 am each morning. I love this … continue reading »
So today is my birthday and I have reached the ripe old age of 45! Didn’t get me a present? No worries ’cause Uncle Paul has a present for you. I’ve put together 45 tips that I believe will help you become the rock star you set out to be. But wait there’s more. If … continue reading »
In sales, there are 3 main focal points of our business: 1) New Account Acquisition 2) Account Retention 3) Account Development But at the same time there’s all that fun administrative “stuff” such as emails, writing proposals, pre call planning, internal meetings etc that we need to have in place to support those 3 drivers. … continue reading »
Happy Monday All! So imagine if you will, a sales rep pulling an “Indiana Jones” dodging gatekeepers, voice mails and even rejection. They get to that moment when the prospect says “Sure. let’s meet”. Damn, I’m excited for that rep just writing that, but I know something that isn’t so cool, its a moment when … continue reading »
I thought it was time for me to improve my game a bit and get out of my comfort zone so I decided to hit you with a very brief podcast to start your week. I have two very quick tips on how you can leverage a time when many sales people mentally check out. … continue reading »
There are certain topics that we all know to stay away from because history has shown us that people go from zero to nasty right quick. It’s the fun topics like religion or politics and now amongst the sales brethren its cold calling. I thought it might be interesting to “go there” today and … continue reading »
Just the mere fact that we refer to an assistant as a “gatekeeper” pre supposes a negative dynamic. One where we need to go around, go over and in some cases; plow through! Not sure if that lends itself to a collaborative relationship! Here’s something else to think about: Our first, continuing and lasting impression … continue reading »
There have been numerous studies (and debate) about the proverbial “best days” to call a prospect. I’m confident that in the time we spend debating that and posturing ourselves as the true sales Jedi we are, well, we probably could have just sold something instead. I’m also confident that a parallel debate goes on each … continue reading »
I look forward to hearing from you!
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