March 17, 2021
In the world of virtual selling, be a Sean…
The traditional view of achievement, like the traditional view of sales success, needs overhauling.
Closing the sale
Closing the sale
October 21, 2020
The Fortune is in the Follow Up
Several years back, I began talking with a customer who at first appeared to be my dream client. We met with Jason, the founder and CEO, two or three times by phone and the fourth time for lunch. He asked me to talk with two
August 6, 2020
No Shows Killing Your Virtual Sales?
By now, we’ve all probably had our share of disastrous zoom calls. A few weeks back, I revealed my own epic fail
June 29, 2020
How To Lose A Year’s Worth Of Business (And Why You Should Try It)
Just as many around the world were feeling the impacts of impending shutdowns, my business was rocked with a major shift. Within the first weeks of the pandemic, a year’s worth of live keynote speeches and seminars were suddenly canceled. Like an earthquake, the reality
January 30, 2020
4 Ways to Replace Hard Work With “Heart” Work
We’ve all heard it, "It’s not in our budget;" "The timing isn’t right;" "We’re looking at many different options;" "I’ll run it by the board;" "It’s not a priority right now;" "My brother’s in the business…" Sometimes customer excuses and objections seem endless. I know
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.
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
