The title says it all! How many times have you met with your prospect (engineering, quality, purchasing, etc.) spent hours crafting a perfect solution, spent even more hours preparing a detailed quote, met with them again, submitted the quote, followed up, & then… nothing. They go radio silent. You know radio silent: that period during […]
If They’re Not Talking, They’re Not Buying Read More »
Every-so-often it makes sense to re-purpose a blog. This is one of those times from a year ago – enjoy. Say what you want about the Alabama Crimson Tide football team. Say even more about recently retired Head Coach, Nick Saban. There is no arguing about the great play of Alabama. Even less arguing about
Football & Sales: Same Game According to One Great Coach Read More »
How many sales meetings did you attend in 2024 to review the Sales Team’s pipeline? Some companies do it weekly. Others every other week. Some monthly. Whatever your cadence, there is a good chance the weekly, the bi-weekly and the monthly are ALL THE SAME MEETINGS! Whether you attended 50 of them, or 26 of
Egos Aside . . . We Have Some Selling To Do Read More »
Attention readers: This IS NOT a piece on positive mental attitude. We all have good days and bad days. This is only to suggest that, given the choice, most people would prefer to surround themselves with positive and charismatic people. Thanks to the salespeople and sales leaders out there taking a little time to read
Can We Bring the Fun Back to Selling? Read More »
We will never stop giving props to Christy Seitz for this idea – The Twelve Days of Selling. Thank Christy for this one if you like it. If not . . . it’s all on me. On the first day of Christmas, my sales coach said to me get to reality. On the second day
The Twelve Days of Selling Read More »
What would the holiday season be without the “It’s the Holidays blog…? It’s that time of year. Time for a reality check. How many salespeople do you know that go on cruise control between Thanksgiving & New Year’s Day? How many companies do you know that will actually admit to winding things down right about
Where have all the “lay-downs” gone? You know a lay-down – the easiest sale you have ever made. It takes no work. A customer or prospect called or emailed & practically said, take my money, we need 024help! Have you had your lay down yet this year? If you did congrats – if not you
Sales is a Game of Inches Read More »
5 Steps to 2025 Goal-Setting Let’s get this out of the way right now – this will not be the sexiest blog you have ever read. Not at all. The topic is goalsetting. How sexy is that? Not sexy, but necessary. We’re 8 weeks away from 2025. If you haven’t thought about what your 2025
Goal Setting: It’s Not Sexy But it’s Necessary Read More »
You Can’t Coach Heart! We’re deep into it! Football season. Today begins week #9 of NCAA action – The NFL just finished week #7 last night. Football fanatics consider this the greatest time of the year. Tailgates, trash-talking, Top 25, fantasy picks &conference &/or division rivalries. Fun, for sure! Is there anything better than highlight
You Can’t Coach Heart Read More »
How Bad do you Want it? Success. That’s what we’re talking about here. How bad do you want success? Eric Thomas (author, speaker, educator, pastor) gets credit for asking this question in the motivational talks he gives around the country. And it is one doozie of a question. On the surface it may seem like
How Bad do you Want it? Read More »