January 21, 2019
How Safe is Your Job in 2019?
As the battle rages on between robots and human capital, many sales professionals are asking themselves the question, “Am I replaceable?” It’s a valid concern.
December 31, 2018
The Number One Attribute Sellers Need in 2019 (It will fix everything, I promise)
People often ask me; “What are the attributes of top salespeople?” Many traits are critical to selling like empathy, resilience, strategic thinking, and practiced optimism, to name a few. But the one trait that supersedes them all is discipline.
November 28, 2018
The Curiosity Factor in Sales and Leadership
What lies at the root of every great invention, transformation and friendship, is curiosity. Unless salespeople are truly curious, they fail to: engage prospects, master new products offerings or grow from constructive feedback.
November 20, 2018
How to Reverse the Formula of “Happily Ever After” and Increase Sales
As the holidays approach and we gather with our family, friends or perhaps someone else’s family and friends, we are reminded to show gratitude, to feel grateful for all we have., But some of us may find ourselves falling short, or perhaps secretly thinking, “if
November 14, 2018
How to Make Six Figures in Less than Six Minutes
Want to know how to make six figures in less than six minutes? In a word, video. That’s right. By leveraging video on multiple channels throughout your sales process and as a mechanism for customer engagement post sale, you can increase your sales and retention
September 25, 2018
Are You the Smartest Person in Room?
For as long as humans have inhabited earth, we have struggled with the tension between how we want our lives to be and how they really are. Where I went to be versus where I ended up. After studying top performers for over 30 years,
August 27, 2018
Can Eulogy Virtues Increase Your Sales? Just ask Meghan McCain
In his book The Road to Character, David Brooks discusses the difference between “resume virtues” and “eulogy virtues.” Resume virtues are those skills you bring to the marketplace—qualities like drive, competition, and gregariousness. The Eulogy virtues are the ones people will talk about at your
August 20, 2018
Why Stories Are Rocket Fuel For Your Business Growth
Many salespeople share how others have used their product, but they fail to think about why they’re telling the story or how it will benefit the customer and the sales process. Before telling any story, ask yourself these questions.
July 19, 2018
The Secret Ingredient to Uncover Hidden Objections and Grow Your Sales
Remember the lion in the Wizard of Oz? He traveled far, risked his life, and defeated the Wicked Witch of the West in the hopes that when he reached the Emerald City, the great Oz would grant him courage but it was all smoke and
July 9, 2018
YOU’RE INVITED! to my party without my pants
Ok, I admit it. When I first heard about LinkedIn, years ago, I thought it was a stuffy Facebook. So, I did what many people do. Posted the obligatory profile picture, scribbled in some work history, and occasionally accepted an invitation. Until I met digital
