This Guiding Principal is my personal favorite. Someone told me once that Sales is the ‘transfer of enthusiasm’ which I loved and totally agree with. Sales is one of the hardest professions in the world but when you genuinely believe in what you do it is a hell of a lot easier. I believe you […]
Category: General Sales
3 disturbing trends that are threatening the relevance of the average sale rep
I’m noticing three very disturbing trends in Sales and Marketing that are happening right now that I think seriously threaten the relevance and livelihood of the average sales professional. The first is the elevation and evolution of Marketing as it relates to the impact on the Sales funnel. The amount of money that is being […]
A GREAT SALES MOVIE?
I’ve had more than a few people come up to me recently during my trainings asking me if I’ve seen Wolf of Wall Street and talking about what a great Sales movie it is. I haven’t even seen it but I already know it’s not. It might be a great movie but I know it’s […]
PLAN ON CRUSHING IT IN 2014
Sorry for the little hiatus I took there on the blog posts. I needed to take a break and recharge my batteries for a while (see the image of me with fruity drink in Hawaii). Now I’m back and ready to crush it in 2014. This is the time of year when the slate is […]
Guiding Principle #6: Don’t think you’re better than anyone else but know no one is better than you
People who think and act like they are better than other people suck. This is true in any walk of life. I travel a lot so I see too much of this unfortunately. I see people treat flight staff like crap and act like they are the only ones who have been inconvenienced by the […]
Guiding Principle #5: Be open and honest with everyone, especially yourself
At a previous company I had a kid working for me as an inside sales rep who was struggling. We worked together to improve his call skills, I talked to him about work ethic and what it really took be successful in my opinion and we got him a few small wins that started to […]
It’s about the customer
Dreamforce is an event that stands out in so many ways. From the 140k registered attendees, to how Salesforce effectively takes over the city of San Fran for a week, to the massive scale and production value of everything they do, to the entertainment and the overall social buzz it creates. However, one thing that […]
Selling to Priorities
There are plenty of great things about our products and services we can all talk about but which ones do our customers actually care about? Unfortunately many of us show up to sales calls/meetings unprepared, with no goals or actual agenda, we ask a few basic questions and then take a hard shift into a […]
What Universally Works in Sales?
I was asked this question by a potential client the other day. After talking about our approach to training and the techniques, process, etc. we talked about all the competition that is out there including Miller Heiman, Sandler, TAS, etc. He asked me if I have ever come across a process, technique or anything that […]
Confidence overcomes most shortcomings except for…
….an ego. If you have an ego you’re not going to get very far in Sales or in life in my opinion. However, if you have confidence you can achieve almost anything. People gravitate towards confidence and want to be a part of it. This is true in all aspects of life and especially in […]
