Let’s do a reality check. Your customers know if you’re showing up for all the wrong reasons. They can smell it. Even on the phone. Self-serving sellers show up for all the wrong reasons. It’s what goes through buyers’ minds when they pick up the phone: “Is this person going

I can usually diagnose problems pretty quickly. I work hard to do so because of that whole “time is money” theory. I like to think it’s a combination of listening, experience, perception, and intuition that makes me a keen consultant. Like a bloodhound for revenue issues —but one who loves

I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with salespeople that have a bulldozer mentality. They’re not

Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. You’ve just lost their trust. What was it you said or did that triggered their distrust response? It could be

I’ve always thought the term “Sales” was a bit of a misnomer. People say I’m in “Sales.” It’s a noun, which is the result, not the action, which is different than how “Marketing” is presented—as a verb. From a psychological frame of reference, I try to use “selling” as often

Mother’s Day reminded me of an episode of The SellOut Show where we talked to the super seller, Josh Sutton from DiscoverOrg and in a passionate moment caught up in prospecting, he stated that he “believed he could sell DiscoverOrg to his grandma.” To his GRANDMA! Wow. That’s confidence! It

There seems to come a time in every performer’s career where they have a “slump.” Baseball players have them, golfers, and yes, sales pros too—even the best ones. So how do you handle a slump, slow streak, or sales drought? I thought back to my own days as an account

Many sellers approach sales calls for business development with some anxiety. I can completely understand that feeling. In spite of good, better, and even amazing efforts, if you’ve been in sales doing business development for a while, you’ve been on the receiving end of grumpy prospects, hang-ups, yelling, or otherwise

A while back, I had the honor of giving the closing keynote session for the AA-ISP Digital Sales World Conference in San Francisco with my good friend and super-seller, Dianna Geairn. Closing out the conference gave me the ability to sit through all the previous sessions where inside sales experts

Why Does the Sales Profession Get a Bad Rap? What’s the number one reason many people don’t want to be approached by a seller? Is it that we think they’re too pushy? Is it that we don’t want to be confronted with a choice or have to reject someone? Is