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The Pitfalls of Holding Your Tongue

If you think about the best conversations you’ve had with other people, you’ll likely find a few common aspects that made them memorable and good. This applies to conversations where you are mentoring or coaching someone, and those where you are being...

Using the Joke Formula for Sales Success

I’m often asked what education leads to a good career in sales. After all, almost no university offers a degree in sales, despite the fact that there is a sales department in almost every business. My short answer is that every business school should offer a...

Declaration of Salesdependence

When in the course of business events, it becomes necessary for one group of professionals to ascend the mantle of professionalism and dedication to excellence, the separate and superior station to which the laws of business and God entitle them, a decent respect to...

Embracing The Short Game

I’m on vacation for a couple weeks, but I can’t turn my mind off from the leadership and sales improvement world even for a few days. When I try, life inevitably serves me up a beautiful example to coach from. We checked into a resort last weekend. This...

6 Mindsets of Sales Success

One of the things I love the most about sales (and hence a recurring theme of my weekly column) is how much of a parallel there is between sales success and life success. What works in sales usually works in life, and thus almost all the quality of life improvements...

Smoke Signals

“Where there is smoke, there is fire”, goes the saying. Follow the smoke to find the fires, especially when your job is to put out fires. Clients are often too close to the issues to see them properly, or even at all in some cases. As a sales professional...

Beating the Cold Calling Blues

Cold calling can often seem like a monstrous and insurmountable for anyone new to sales, and even some experienced sales professionals will occasionally encounter massive call reluctance. More than any other issue, I get asked for help on overcoming call avoidance in...

Defending the Time Qualifier

There seems to be a lot of debate lately, on the proper way and improper way to open a sales call. Gong and some other online platforms have recently published articles taking issue and taking aim at the concept of qualifying time as an opener.  Firstly, let me...

Daily Decisions

People who share their success stories often will focus on one or two large events or decisions, discussing how one huge epiphany was the turning point in their journey. It makes for a good story, and Hollywood loves to make movies about those moments, but reality is...
Elvis the Duck and the Application of Sales Persistence

Elvis the Duck and the Application of Sales Persistence

My neighbor Jim has a pet duck. He didn’t buy or rescue said duck, as much as the duck sold Jim and his wife into adopting him and feeding him and his girlfriend. Jim was sold because Mr Duck (named Elvis) was an expert at the proper application of the concept...