December 10, 2020
Is There a Reason You’re Not Doing Your Homework?
It used to be the only way we could discover a prospect’s needs and objectives was to meet over a cup of coffee or perhaps by telephone. Today, you must do your homework
Blog
Blog
December 3, 2020
November Round Up
Can you believe it? We only have one month left of 2020. Before we take a deep dive into the final month of the year, let me share with you my top 3 LinkedIn sales videos from November
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
September 24, 2020
The Most Overlooked Step in Virtual (or Face to Face) Selling
When I first started in sales, one day I thought I had done an amazing Discovery. I told my boss about it. "It was amazing", I said
August 13, 2020
5 Proven Keys To Keep Any Prospect’s Attention and Crush Your Next Presentation
“Are we there yet?” Sorry to break it to you, but that’s what your customers are thinking in 87 percent of all virtual sales conversations.
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
June 4, 2020
Two Free Resources For You
If you’re anything like me, over the last couple of months in quarantine, you’ve probably felt a little “chaotic”, working through your to-do list while (attempting) to juggle working from home, and even caring for kids (phew!).
May 28, 2020
How to Create Spellbinding Connections in a Time of Uncertainty
You have enormous potential to recreate yourself. When you listen to those with opposing views, cultivate the courage to examine your own, and dare to extend yourself, you’ll create the right kind of magic.
May 8, 2020
Two Foolproof Ways to Prospect in a Pandemic (Starting With a Pepperoni Pizza)
Sellers often come to me when they’ve hit a major stumbling block: a great potential client isn’t responding. The last few weeks, it’s happening more often.
