What thoughts go through your head when you call someone and don’t get a callback? How do you feel when you get no response to an email you sent a prospect? Sellers tell me that the biggest frustration and source of pain in their job is feeling like they’re being

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”

Not to name drop but I have some extremely smart friends and colleagues that have written and are writing amazing sales books. I’ve reviewed a lot of them here and usually bring a few with me when I go to train a sales team. Many of my clients are devout

How often do you face a stalled sale or wilted opportunity after you propose a solution? This is a GIANT bummer because we know how hard it is to get a prospect’s attention. We hustle and grit it out to make the calls, emails, and connections payoff with conversations and

Helping sellers build their super sales skills and moving sales teams to outperform their competition puts us squarely in a category to be “challengers.” Our job is to challenge your status quo—to challenge your mindset, to change behaviors, and to inspire actions. This, as you can imagine, is received differently

It’s presumptuous to think that your customers don’t already have a solution for the service or product you provide. Perhaps presumptuous isn’t the right word. “Naive” maybe? Of course, they already use someone else. Their need doesn’t usually fall into your lap unless you’re strictly an inbound rep responding to

“Don’t you just LOVE meetings!” Said probably no one ever. Sales meetings, in particular, were usually met with an eye roll so hard from me that I could examine the back of my brain. Time after time, whether they were weekly, monthly, or scheduled on a whim, sales meetings devolved

This is not a “let’s trash small business discussion.” It’s really more of a love letter to small business a plea for you to change so that you can compete with your online retail competition. Two weeks ago I started the process to try to make and buy custom t-shirts

We spend a huge amount of energy working with our clients on the early stages of their pipeline. Right now, the demand for our customers’ attention is intense. We are fighting to be able to get in front of buyers for those first precious impressions and to be able to

Why do we love toddlers and small humans in weddings? It’s not because ring bearers and flower girls perfectly execute their duties with the style and panache of professionals. It’s because, in spite of rehearsals, practices and coaching, we know that they are a wild card and are capable of