The old school in me still is gripped by the training I received many years ago at Xerox – my first job in trained sales. Xerox was the best place to learn HOW to professionally sell and all of that goodness is still with me to this day. One of the things we learned how to do […]
It’s Not (Just) the Numbers. It’s the Journey that Counts. Read More »
Momentum and your ability to maintain momentum is mandatory for your success. How do you keep your momentum up? It’s not always easy. That’s a fact. In many cases momentum is damn hard to keep active. There are many things that can get in our way and at time the list seems to be endless.
I spend a great deal of time networking. When I am not delivering a keynote or a workshop, I am out and about meeting and connecting people. I am also asking for connections. Networking is the lifeblood of how business is done. I have learned to network from some true masters along the way and I
Networking and The Importance of Following Up! Read More »
Email is everywhere. Texting is the new…whatever. New forms of communication (if you want to call it that) are popping up everywhere. I can’t figure out how to make it all work for me and especially how to balance it all! It rules our lives, or so it feels at times. Just today, I received
Your Next Sale Is Just 10 Digits Away Read More »
It’s another new year, and once again we get to make the resolutions that we promise to keep and invariably don’t. You know the ones I am taking about—get in shape, lose weight, pay off the bills, clean the house, and so forth. Blah, blah, blah. In that spirit, I want to offer some “sales-olutions” for 2015
What Are Your “Sales-olutions”? Read More »
I recently purchased—well, leased actually—a new car. I only have one car, and every three years or so, when the lease expires, I get a new one. The last five cars have been from the same dealer, and the last three from the same sales person. Until now. The last car that I was scheduled
The Three V’s of (Sales) Success Read More »
A few weeks ago after one of my keynotes on Sales Culture, I received the story below from a senior level finance professional who had been in attendance and bought my book ” Everyone’s in Sales”. I thought this was a great story and continues to illustrate what I have been speaking about for years now…we are “ALL in
A Finance Professionals Story of How He is IN Sales…. and Gets it! Read More »
Learning the needs and desires of our “buyers” is an essential sales skill. Many of our discussions have said that implicitly. Let me emphasize this “learning” explicitly before we get to the work of educating our “buyers” about us. We’ve discussed reasons why confidence and humility are important. Here is one more: We need confidence
Learning Is Selling. Educating Is Selling. Read More »
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 »