In an interview by Paul Watts for his show Sales Reinvented Podcast he asked me, “What’s one thing you wish you knew earlier in your sales career?” My answer: “I wish I would have known to be more hardcore at pre-qualifying.” Yup. Pre-qualifying prospects is critical and when I think

I’m following up on last week’s post, The Power of Feedback with my promise to show you: The Biggest Mistakes We've Found When Coaching You On Sales Phone Calls We use call recording as a powerful way to help sellers improve their skills. This process is incredibly effective at assisting

By the time a business hires me to assist with the sales program, they’re pretty frustrated. They’ve had sales growth and sales success but can’t seem to replicate or scale those efforts with sales hires. If this feels painfully familiar, you’re not alone. But it doesn’t mean you’re in good

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

Has this ever happened to you? A hot prospect shows tremendous interest. You have a great first conversation. Your initial meeting was promising. You agree to talk next steps. You send them an email to follow up...and get crickets. You leave them a voicemail...and hear nothing. You send another email

There is a great commercial out now that reminds about what the true meaning of “selling” should be. It’s a Capital One pitch for their new “Capital One Cafes,” where they point out that all banks look and feel the same. Their novel idea is to provide a relaxed, easy

“Disparaging what one cannot obtain, as in the losers’ scorn for the award, is pure Sour Grapes.” This quote alludes to the Greek writer Aesop’s famous fable about a fox that cannot reach some grapes on a high vine and announces that they are sour. By nature, sellers are competitive

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