Start Paying the Price for What You Want

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Everything that you want has a price. In order to get what you want, you have to pay that price. The sooner you start paying the price, the sooner your will have whatever it is that you want. The Price of Your Sales Results Let’s start with your sales results (this is The … [Read more...]

How to Deal with Sales Advice from Civilians


Business managers, business leaders, and entrepreneurs offer all kinds of advice to sales managers and salespeople as to how they might improve sales results. It can be difficult to listen to advice about selling from those who have never carried the bag. The recommendations are … [Read more...]

How to Handle This Political Season at Work


It’s political season again. People are going to be talking about the election and, as always, there are going to be sharp disagreements. For your part, here is how you should handle this political season at work. You Aren’t Going to Change Minds Don’t argue with your peers … [Read more...]

A Value Proposition for Your Sales Call

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You are asking your dream client for their time, their most valuable and most precious commodity. To make it easy for them to agree to a sales meeting, whether it’s a first sales call or some later sales meeting, you have to make it clear how your dream client is going to benefit … [Read more...]

An Open Letter to Those Who Make Check In Calls


Dear Salesperson Who Leaves Me “Check In” Messages, You called almost exactly 90 days ago to “check in.” You voice mail message said nothing about the value that you can create. There wasn’t even a hint as to why I might want to return your call. In fact, your message didn’t … [Read more...]

No Experience Required

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I did have the one element necessary to all early creativity: naivete, that fabulous quality that keeps you from knowing just how unsuited you are for what you are about to do. --Steve Martin (Born Standing Up) A few weeks ago I shared my presentation on the eleven attributes … [Read more...]

What Are You Waiting For?

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Are you waiting for permission to be the best and fullest version of yourself? Are you waiting to be recognized so you can finally share your gift with the world? Are you waiting for a sign? Are you waiting for just the right moment? Are you waiting for your dream client to … [Read more...]

Give Your Clients Something to Talk About

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There is a difference between being proactive and being reactive. Most of us are spectacular at being reactive. When the client calls with an issue, we jump on it with both feet. But we’re not so hot at taking initiative. Do you do enough to bring your clients new ideas, to … [Read more...]

Asking for the Commitments You Earned

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Have you ever had a salesperson ask you to buy before they had done the work to deserve that commitment? Remember how you felt that there was some invisible line that they just jumped over, pen and contract in hand? Ever been that salesperson? To compress your sales cycle in a … [Read more...]

A Fish Rots From the Head Down (A Note to the Sales Leader)


I was fortunate enough to attend Harvard Business School for my executive education. The class that I was part of was made up of entrepreneurs from around the world. An Indian gentleman repeatedly made this statement “A fish rots from the head down.” I had never heard the saying, … [Read more...]