888-503-4121

Frozen Prospects

One of the most common sources of pain I see for sales professionals is the “frozen prospect” scenario. Some level of interest is initially shown by a prospect, be it accepting a meeting or even issuing an RFP, but once the sales person engages for real,...

Avoiding the Prospecting Mistakes

If you are a sales professional, a core portion of your job duties likely involve prospecting. Prospecting is usually the least favorite part of the day of almost any sales professional I’ve ever talked to. It is often equated to exercise or brushing of teeth....

A Sales Process and a Sales Plan

Almost any challenge or task I choose to tackle starts with my attempt to figure out the best process to follow to get the results I want. I believe all true professionals at any trade have a solidly defined process that guides them.  As much as that may seem...

Wearing Your Sales Masks

Perhaps the greatest difficulty in choosing a career in sales, is dealing with the rejection that happens on a daily basis. Most sales people deal with a healthy dose of rejection at all stages of the sales pipeline. “No” is the first spoken word most of us learn as...

The Muscle Memory of Practice

Back in my college days, I took Japanese Jiu Jitsu classes with a really cool Bulgarian black belt who started a gym just blocks from campus. Several friends and I would attend several classes a week. We went because we wanted to learn the cool stuff, like flying arm...