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Dump the New Year’s Resolutions

As most of you also experience this time of year, I often get asked what my New Year’s resolution is. Most are disappointed when I give them my standard reply. “I don’t make New Year’s resolutions.” The additional part that goes unsaid is, “I don’t make wishes on a...

Finding Value in the Data

Many conversations I have around sales and sales management include the subject of business intelligence (BI) or data. I see many companies collect vast amounts of data, but sadly not really leverage much of it to help them make better business decisions. Sales data,...

The December Freeze

As it happens every year, this thing called Christmas is about to make cold calling, prospecting and closing hit knee deep mud. Things are going to slow down, drastically. Firstly, this isn’t a reason to stop doing any of those things, but it is also not useful...

Defining Friendships

There’s a lot of news coverage on the effects of social media lately, especially on children. The movie “The Social Dilemma” has brought this conversation front and center.  I listen to a lot of Podcasts. On a recent car...

Exit Corrosive Relationships

Over the course of my life I’ve worked with some interesting segments of the professional realm. From Military to Construction to Commercial Landscape Management, I’ve found that most professions have their own language and expressions. I once did a week...

Shake The Bad Day Funk

Above and beyond anything else, to be prepared for a productive day in sales, your mind needs to be right. Sales is at its core a profession based on guiding and advising potential customers to make sound, rational and good decisions about their business. If your...

Fire The Robot

It’s time to fire the robot who tries to do your selling for you. Yes, somewhere deep inside your brain is a robot who thinks it needs to step in whenever you are cold calling or warm calling clients. The robot is a graduate of charm school, etiquette school and...

Protect Your Value

I know it might sound obvious, but what you do has value. No matter what you are selling, no matter who you are selling it to, you bring value just in how you diagnose the fit between the challenges your client faces and the solution you provide. Just because some of...

Brain Hacks

Humans use brain hacks to make their world more efficient. What that means is that we don’t see reality as it is, but as it signifies what is useful or relevant to us. Dr Donald Hoffman, a professor in the Department of Cognitive Sciences at the University of...

The Shawshank Fallacy

I often see sales reps and sales managers in search of a magic bullet or super epiphany that will get them the success they seek. Even more often I get emails, online videos and pitches for some “100x solution” to achieve marketing success, or instant...