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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...

What Are You Willing NOT to do?

Like anyone else who makes a living training or teaching, I often get asked what to do.  Questions directed at me seek the path to success through actions that one should take. “What do I do to succeed?” “What do I do to get more sales?” “What do I do to get...

Are Sales People Manipulators?

Sales people are often seen as, or described as “manipulative”. That label isn’t usually meant as a compliment, and it can easily get into your head and start to infect your confidence with the notion that your chosen career is deceitful by nature. Your mind is the...

Chaos Math and Sales

A friend of mine recently lost his dog, and posted about it on Linkedin, because his sales training delivered the strategy to find it. He just did activity, in this case knocking on a lot of doors to find the clues that led to the dog. Chaos math at its...

The Laws of Sales Success

Part of becoming skilled or “well trained” at any discipline is sorting out what is true, from what occasionally appears to be true, or even worse, from what appears to be true but is false. Falsehoods often continue to exist through word of mouth, because people tend...

Ghostbusting in Sales

Almost anyone in sales knows what it means to be ghosted. You have a series of interactions with a client and everything is going well, and then they vanish into thin air, like a ghost. Poof. Emails and calls don’t get returned. This is often something that...