December 19, 2019
Focus on Your Lifeline NOT Just Your Sales Pipeline
As we head into 2020, the #1 imperative for sellers is to Re-humanize sales. Rehumanizing starts with bringing our humanity into every aspect of our lives.
Closing the sale
Closing the sale
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.
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.
March 15, 2018
An Answer to a Timeless Question; Does My Training and Learning Program Stick? And FREE eBook
Well, the truth is most training programs don’t. According to research, training effectiveness depends on how it’s done. It’s not what you know that matters, it’s what you do with what you know. A few things to consider
March 6, 2018
5 Strategies to Remove Sales Resistance
People have resisted salespeople since the beginning of time. Just as salespeople have a default mode, prospects do, too. Their automatic response is to say, “No way, José.” Face it. People don’t want to be sold. This sentiment is increasing as we live more
February 22, 2018
4 Techniques to Respond to “NO”
Have you ever landed a sale with no objections? I mean, not one “no”—or even an “I’m uncomfortable with this or that?” That’s not selling; that’s just taking an order. You might as well ask, “Do you want fries with that?” Objections are
February 15, 2018
“Virtue Skills” Are Crucial to Selling – My Podcast on Quotable
Listen to my Podcast on Salesforce Quotable where I answer some very interesting questions and have a little fun with my host, Kevin Micalizzi. I even share a VERY personal story that I’ve never before revealed in a public forum!
