What does it mean to be great at SELLING? What makes a Super Sales Person? There’s a remarkable amount of time, energy, and money wrapped up in building an effective salesforce—rightly so. Sales teams are the revenue drivers for the organization so we’ve got to invest in the vehicle, right!

In the last post, I started down the road of what makes a well-rounded sales pro. First and foremost, I think Super Sellers are self-starters who continue to invest in their own success with a continuous love for learning. Buying has evolved at warp speed over the last decade so

How excited does your prospect get when they see your email pop into their inbox? Wouldn’t it be great if they had a Pavlovian response and immediately expected to see something cool, interesting, or insightful when they clicked on your message? Sadly, most clicks on sales messages—especially cold or following

About a year ago, I researched some software to execute some processes in my business. This was a significant investment for me—more so in scaling my business than in price—it was an important decision. Between three options, I chose the one that had the best features for me and the

A while back, I gave away a bunch of copies of Jill Konrath’s new book, More Sales. Less Time. I tied those giveaways to an offer of a free consulting conversation about the struggles business owners and sellers face to be productive in this stressful and ever distracting “shiny object”

It’s a brand spanky New Year. As most people are, you’re probably pumped to put the last year behind you. The New Year always feels like a clean slate—full of promise and possibilities. Many of you may have plotted out budgets, planned expenses, or set goals and perhaps cemented your

I like to categorize one of the worst things that have ever happened to me on a sales call as one of the BEST things that ever happened to me on a sales call. Imagine heading up to a very important meeting at a large bank headquarters with a VP

It’s becoming increasingly difficult to earn a response from a prospect these days. In 2007, it took almost 4 touches on average to get a response. Since then, the average has been more like 8 to 12 but hold on to your lunch . . . According to the Sales

The stats on prospecting that have been quoted (me included!) for the past several years go something like this: 48% of salespeople never follow up with a prospect 25% of salespeople make a second contact and stop 12% of salespeople only make three contacts and stop 10% of salespeople make

What would you expect from Ivy League MBA students when it comes to selling? A while back, I had a really cool privilege to offer a sales coaching session to Harvard MBA students! Harvard’s School of Business created an extensive buyer/seller scenario for their students which culminated in a role