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Are You Afraid of Slowing Down?

For me, slowing down is terrifying. Do you know what I mean? Sometimes I wonder if I have come to a complete stop. What if I never get going again? Do you ever feel this way? For many years I have measured my worth in terms of effort and output. The past few years have been a journey of letting …

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The Secret to Cold Calling

I recently put up a handful of videos on cold calling techniques on YouTube. Not surprisingly, I got the usual round of folks who decry the use of cold calling at all and say it’s unprofessional, inefficient and a waste of time. I wanted to put that myth to bed once and for all. Click Here To Download My Cold …

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Are You Afraid of Slowing Down?

For me, slowing down is terrifying. Do you know what I mean? Sometimes I wonder if I have come to a complete stop. What if I never get going again? Do you ever feel this way? For many years I have measured my worth in terms of effort and output. The past few years have been a journey of letting …

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What sex education teaches us about sales.

Who do adolescents look to for advice as their thoughts and curiosity turn to matters of the birds and the bees? These days the answer is most likely Google but think back to the when the nearest thing to sex advice came from a ‘borrowed’ copy of Playboy magazine. Most likely, you turned to your friends for advice on sex. …

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Why Social Selling is a Joke

Today I spoke with a woman who reached out to me for coaching. She was recently hired as a salesperson at a multi-billion dollar company. She is one of 70 reps in her branch office. They have thousands nationwide. She received five weeks of product training. She was given a list of qualifying questions and told to go sell. She …

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Nobody Showed Up To My Webinar

A month ago I had a brilliant idea… or so I thought. The plan was to host a conference call offering sales people the opportunity to have me coach them live on real deals they were working on. Over the course of an hour, I imagined I could coach five or six people through tough selling situations they were facing. …

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What is a Relationship?

I recently attended a workshop with Lon and Sandy Golnick. The workshop was titled Relationships by Design and I am sharing what I learned from them. The word relationship has no meaning… Why is it that the question ‘What is a chair?’ generates a consistent response yet asking even a small group of people to define a relationship produces many …

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Stop Trying to Close Deals Faster

When sales people ask for advice on how to speed up a sale, I challenge them to share their motivation for doing so. Answers typically include: Opportunities take too long to close I need my deal to close this quarter My manager want’s me to bring this one in sooner Each of these statements is selfish. I use the word …

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Successful Sales Call Checklist

I recently produced a checklist to help sales teams run better sales calls. This cheat sheet gives you a step by step approach to best practices for preparing for, opening, and closing sales calls with your prospects and customers DOWNLOAD A PRINTABLE VERSION Of MY SALES CALL CHECKLIST HERE Get More Free Sales Tools HERE

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Stop These Cold Calling Bad Habits

I’ve noticed an increase in three bad habits perpetuated by sales people involved in outbound prospecting. Bad Habit #1 – Calling on whatever name happens to be in front of them when they open up Salesforce.com. Think about this for a moment… Rather than identifying individuals we should be calling on based on a formal definition/articulation of our Ideal Target …