How do professional salespeople see the word “no”? Do they see it as someone slamming the door in their face? Or do they see it as someone holding the door open and inviting them to walk through? They see it as an open door, an invitation, and an opportunity. And so should we. This is […]
How Do You See the Word “No”? Read More »
I am asked every so often why I like sales. I have many ways I could answer that question, but the one I keep coming back to is “exuberance.” There is nothing – and I mean nothing – like the feeling I get when I have a conversation with both prospects and clients where they
The Pure Exuberance of Sales Read More »
I am an entrepreneur. I never actually sat down and said “I want to be an entrepreneur” but it happened. I guess you could refer to me as an accidental entrepreneur. Whatever. Here I am. In 2007 I found myself without traditional employment and as a result I started down the entrepreneurial road without headlights
Entrepreneurial Success Demands a Plan; What is Yours? Read More »
There is a sales apologist lurking on every one of our shoulders. It’s true and that evil presence keeps us from doing something we are all champing at the bit to do! I am of course referring to the act of asking for what we want and because we want to get it is –
Don’t Let the Sales Apologist in You Win. ASK. Read More »
There is a difference between desire and passion in my mind, although I don’t want to get all egg-head philosophical with you or start picking over the subtle distinctions between one word and another. Let me tell you my meanings because I think they will make sense to you, though. Desire is general and innate. It’s
Is There a Difference Between Desire and Passion? Read More »
My friends, the moment has come. You have passion and you have confidence. You polished your value proposition until it shines like fine silver. You built relationships; built trust, built understanding, educated those around you and they have learned from you. You have always focused on the needs of the people who have the power
Enough! ASK for What You Deserve and Quit Whining! Read More »
It’s no secret that I am not a fan of clichés (sales or otherwise) and “keep me in the loop” is a BIG cliché that is overused. This cliché makes me think because there is an interesting subtext to it. To me it’s a nice way of saying “would you please take a minute and
“Keep Me in the Loop” (a.k.a. Please Talk to Me) Read More »
Every so often I am reminded of my days in “Corporate America” when I was asked to lead a conference call or participate in one. I usually had a dual thought… “ugh AND I can get work done at the same time”. I think I am not alone in that sentiment. I used to know
25 Ways to Make Conference Calls Work! Read More »
My parents and a favorite aunt used to say “reading and math are the common thread” for success – a common denominator if you will. I became a voracious reader and my math skills were pretty decent, although I could never figure out what the practical application of knowing geometry really is! Anyway, I want
Selling Is the Common Thread of Success! Read More »
In case you missed it on April 22nd I launched “Sales Culture Tuesdays”. I will be releasing a new video every Tuesday at 9 am on a sales culture topic! You can watch the first video below! They are free and all you need to do is visit a special Linked In group I have
Sales Culture Tuesdays Started April 22nd at 9 am Read More »