“You must never confuse faith that you will prevail in the end—which you can never afford to lose-- with the discipline to confront the most brutal facts of your current reality, whatever they might be.”- Jim Stockdale

Don’t Prejudge and Call Everyone

Mar 26th, 2020 4m 25s

Great sales advice from a former high performing sales pro.

Smooth Takeoffs and Soft Landings

Mar 25th, 2020 4m 3s

A thought on how to manage the ups and downs of your business.

Who Decides if You’re Essential?

Mar 24th, 2020 5m 27s

Crazy economic times are a perfect opportunity to start thinking differently about the value you bring to the marketplace.

Death by “Root Beer Float!”

Mar 23rd, 2020 6m 16s

Early in my career I had a sales manager who required all sales reps to host “Root Beer Float” parties at the offices of their top prospects. I resisted this silly idea and you should to if you’re ever asked to do something like this as a way t

Prepare Now for the Rebound

Mar 20th, 2020 4m 8s

Today I planted seeds. I got out of the office and met a bunch of new people. Now is the time to build the foundation for the expansion of your business.

Your Best Opportunities

Mar 17th, 2020 5m 5s

One of the best ways to become known in your industry as an expert is to begin by building your local network.

Have a Daily Objective

Mar 6th, 2020 2m 4s

Success in B2B sales is easier - and faster - when you set an objective for yourself and have a process to achieve it. Then all you have to do is work the plan consistently.

Self Discipline and Productive Days

Mar 5th, 2020 5m 9s

Knowing what needs to be done and having the self discipline to complete them daily is key to your sales success.

Transition From Website to Landing Page

Mar 4th, 2020 8m 58s

If you’ve been relying on your website for lead generation consider trying a landing page optimized to convert visitors into leads.

Professional Development for Sales

Mar 3rd, 2020 7m 30s

One of the biggest mistakes B2B salespeople make today is neglecting professional development. A shift has occurred in B2B sales, away from traditional sales tactics to a relationship centered approach. Today the key differentiator in your succ

Disrupted.

Feb 28th, 2020 7m 52s

Professional reflection. If leadership isn’t interested, be worried. Be very worried.

The Difference Today is You

Feb 28th, 2020 5m 26s

If you’ve been in sales for awhile hopefully you’ve received good sales training. One of the shifts taking place in B2B sales today is the need to blend traditional sales tactics with a relationship centered approach.

Looking for Clues, Creating Opportunities

Feb 26th, 2020 6m 34s

One of the biggest mistakes B2B salespeople make today is emphasizing activity rather than being strategic in how they approach their prospects.

Keep the Balance Of Power Tilted in Your Favor

Feb 26th, 2020 10m 12s

Your prospects today have access to more information than ever before. This saves time and makes selling more efficient. At the same time B2B salespeople who are willing to do their homework can learn more about their prospect than ever before.

Don’t Become a Grease Spot

Feb 25th, 2020 5m 10s

One of the biggest mistakes B2B salespeople make today is “increasing the volume" and "adding to the noise.” In an already noisy environment where overwhelmed prospects are difficult to reach, increasing the volume and frequency of cold calls a

A Simple System for LinkedIn

Feb 23rd, 2020 10m 49s

Are you using LinkedIn as another tactic in your cold outreach, connecting with prospects and immediately beginning to sell? LinkedIn when done correctly is a great way to build relationships over time, moving cold prospects to leads and client

How to Quickly be a Top 20% Producer

Feb 21st, 2020 6m 33s

Salespeople, would you like to know how to move into the top 20% of producers quickly? It’s a simple program that requires focus and self discipline every day. Which is why 80% of sales people don’t do it.

Look Beyond Low-yield Activities

Feb 21st, 2020 8m 13s

Spending a lot of time on “low-yield” activities and not getting the results you expect (our are used to)? Your prospect is overwhelmed. They might be interested in hearing from you. It could simply be a question of not enough bandwidth. Find a

One Way or Another Your Sales People Get the Training They Need

Feb 20th, 2020 7m 57s

One way or another your sales people get the training they need. It’s just a question of cost. A well-designed training program takes more time but it’s much less costly in the long run. The other option, which is more common, is having new sal

How to Launch a New Market in 12 Months or Less

Feb 19th, 2020 13m 31s

Follow these 12 steps to launch a new market from a blank sheet of paper in 12 months or less.

From Salesperson to Sales Leader

Feb 18th, 2020 6m 10s

If you’re having trouble reaching your prospects through traditional methods it helps to understand your prospect is overwhelmed. Once you acknowledge and accept this reality you can begin thinking of more creative ways to make a connection.

Men Simply Don’t Think

Feb 16th, 2020 5m 25s

Earl Nightingale famously said, “men simply don’t think.” He said that back when there were far fewer distractions than are available today. As a sales leader or business owner, are you always plugged in? I think it’s important to take time off

Are You Killing LinkedIn?

Feb 15th, 2020 8m 40s

I didn’t ask if you are “killing it” on LinkedIn. I asked if you are “killing” LinkedIn. If you‘re sending connection requests to prospects and viewing their acceptance of your request as an “opt in” to begin receiving your sales messaging you