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January 9, 2017

If You Need Approval, Get a Dog!

Attributes of Revenue Rock Stars is a topic I am frequently asked to speak or write about.  When discussing the attributes of top revenue producers, it’s also important to understand the most common disablers of sales people who otherwise look good on paper. One of these disabling factors is Need for Approval. Need for Approval […]

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December 17, 2016

Prospecting and Cold Calls – How Do You Feel?

Take a look at the picture, and what phrase comes to mind? Unfortunately, this is how a lot of sales people feel right before they pick up the phone to start making cold calls. I think we’ve all had this feeling, however this “insert your favorite phrase here” moment is quickly replaced by the thrill […]

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May 12, 2016

Flat-Headed Squirrels

What happens when a squirrel runs into the middle of the street and can’t decide whether to turn right or left?  You guessed it!  Such is life for indecisive squirrels.  It’s the same for indecisive sales professionals. Decisiveness, according to Webster’s, is the power or quality of deciding. This is such an enormous quality for […]

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September 4, 2015

Why Sales Training Is Critical To The Success Of Your Business

Let’s imagine that you are part of a management team for a large sales corporation. You have just hired several new people as part of a growing sales force and are confident that they have the skills to succeed, but understand that they might need a bit more fine-tuning before they can really drive the […]

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March 18, 2015

Hiring Sales People – 5 Must Ask Interview Questions

No amount of sales management and training will make up for hiring a weak sales person, unfortunately it happens too often. Interviewing sales professionals is especially challenging. “Really liking” a candidate is not enough because most sales professionals are uniquely talented at building relationships. Below are some of my favorite interview questions and topics that […]

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February 18, 2015

Sales Tips – 5 Things You Should Have Said On The Sales Call

This blog is inspired by a true story of a little boy who went to the zoo with his 1st grade class and managed to entice a penguin into his backpack, zip it up, conceal the wiggling backpack on the bus and bring it home. I’m sure, as this enterprising little boy’s mother packed his […]

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October 26, 2010

A Pub Called The Stall And Objection

While in Europe, I became fascinated with the pub lifestyle that is integral to the English culture. The number of “Public Houses” per capita is staggering, and each is christened with an intriguing moniker such as The Eagle, The Mitre, The Flying Pig, The Coach and Horses, The Lion and Rose, The Rat and Parrot, […]

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June 3, 2010

We Are All Selling the Same Thing

I often open a training session with a very simple question: “What is every person in this room selling?”  The typical answers I receive are “ourselves” “trust” or “solutions”.  All are good answers, but not the answer I’m looking for. CHANGE is what every hunter-salesperson is selling. The change can be from an existing provider, […]

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April 1, 2010

Ask Questions Like A Lawyer

There are three dimensions to getting a good answer to a question: THE TRUTH, THE WHOLE TRUTH & NOTHING BUT THE TRUTH! Unfortunately many sales professionals ask a question and accept the first answer at face value. This is because their typical personality style is characterized by high optimism and trust. Additionally if the information […]

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December 20, 2009

The Wrong Sales and Marketing Approach!

This will definitely make you laugh!  Last week I trained a class on how to create Cold Emails That Get Results.  It reminded me of the email below which is the perfect example of what NOT to do. This is an actual email that was received by one of my clients. The italicized smart alec […]

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