Way back when I started my first sales job, I had a pretty tough product to sell. I’m sure you’ve heard me mention this one or two dozen times, but I was selling advertising for the WORST TV station in the market. We had to really hustle and get mega creative to earn our customers...Read More

What do YOU think would be the response when asked, “What are the top challenges sellers and sales pros face today?” Up until 5 to 10 years ago, you might have heard a resounding, “Lack of leads!” coming from salespeople. Nowadays, in this lightning-fast digital world of social platforms and instant communication, that’s not so...Read More

We’ve seen some amazing examples of leadership, kindness, and compassion from individuals AND from business organizations during the Coronavirus Pandemic. We’ve also seen shady, opportunistic behavior, and businesses price gouging, gobbling up resources, et cetera. Our business behavior matters. Future customers AND future employees will want to know how a business treated its customers, employees,...Read More

If your days are running together and every day feels like it “could be” the weekend or a half-day, or ultra-casual day (Have you showered? No, that’s REALLY casual day) due to working from home during the Coronavirus pandemic, I want to share with you my Monday Morning Sales Meditation to help you create a...Read More

Hello friends. How are we doing in these are strange and uncertain times? I’ve spent the last two weeks working with sales teams that scrambled to go remote and figure out a new selling strategy, empathetic and compassionate messaging, and how they can best help their clients and customers. From email communication, social media, and...Read More

So, your field sales team has become an inside sales team AND they’re working at home? How do you make the transition? Inside sales teams right now have a slight advantage in that their tools, strategy, and processes are not likely to be wildly different – except for those that were centrally located and now...Read More

I get frustrated sometimes. More often than I’d like to admit. I found myself explaining the story of Jack and the Beanstalk to a salesperson last week, a very young salesperson, who didn’t get my reference when I said, “There are NO MAGIC BEANS.” It seems that Jack and the Beanstalk isn’t as popular with...Read More

In the last post, I started down the road of what makes a well-rounded sales pro. First and foremost, I think Super Sellers are self-starters who continue to invest in their own success with a continuous love for learning. Buying has evolved at warp speed over the last decade so sellers need to continue to...Read More

Last week I was in Washington DC giving a spectacular talk on Personality as a Seller’s Competitive Advantage. Along with my co-host of The SellOut Show, Dianna Geairn, we were invited to speak to the Institute for Excellence in Sales (IES) membership audience and as a mutually beneficial perk, the day before our early morning...Read More

Yes, Sellers love to cringe or roll their eyes when we say “Role Play” in coaching or training sessions. Along with call recording and ride alongs with sales leaders or peers, conducting Role Play scenarios are hands down one of THE MOST EFFECTIVE tools to improve sellers’ skills and increase results. Why do sellers hate...Read More