Some of the best ideas for blog topics come from clients. This one is right up there. Working with a client before the holidays. The topic was Time Management Skills. Not the sexiest topic on earth, but so important for many people. We were hovering over the occupational hazard of procrastination. A few minutes into […]
Stop Procrasticleaning! Time to FOCUS! 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 and New Year’s Day? How many companies do you know that will actually admit to winding things down right about
Affecting your health? Maybe not. Affecting your sales? ABSOLUTELY! Where do “nice guys” usually finish? Yep. Last. What do “nice salespeople” usually do? They chat. They make small talk. They smile a lot. They laugh. Some even giggle. They say “yes” a lot. Think of that overly nice salesperson. That constantly up-beat guy, ridiculously positive
Has selling changed in the last few years? Yes! No question about it. Are prospects & customers getting smarter about your products & services? Likely. Is competition as fierce as it has ever been? Good chance. Are prospects and customers harder to contact? DEFINITELY! A few years ago, we could easily blame it on the
Phone calls, voicemail messages, emails – you need to cut through the clutter! Read More »
“Hardened me” may be strong words – we’re certainly not making any comparisons to Stoneman. But if you were to ask my mom, she would have told you that the last 30 years in sales has definitely toughened me up. And that is not entirely good news . . . to her. Some people need
4 Ways My Mother Thought this Sales Career Has Hardened Me Read More »
Let’s have some fun. We’ll make statements. Statements about things that happen to you often in sales. Reply to the statements with TRUE or FALSE. Let’s see how you do. No surprise, here. ALL FALSE! Disagree? Call me, we’ll talk it out.
What do you Think, True or False? Read More »
Regardless of the account, the people or the solution, our job in Sales often involves giving prospects bad news. Not only that, we sometimes do this after our competitors have already given them bad news. To make things even worse, there are times when the bad news we deliver involves a different solution than our
Delivering Bad News: Address the real problem Read More »
A few months ago, we made a strong case for what AI CAN’T do in the sales & selling arena. Some obvious (and maybe not-so obvious) things to consider on your journey into the AI world. Remember, in all its glory, AI still lacks Emotional Intelligence, the ability to read the room and most importantly,
Salespeople, AI Can Do This! Read More »