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The Closed-Lost Sale (a short film)

The following screenplay is written based on many years working with sales teams to understand why a strategic opportunity has been lost. Even though what you are about to read has occurred countless times, I am required by law to state the following: The characters here are fictional and bear no resemblance to anyone in real life Any resemblance to actual events or locales or …

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Arrogant Cold Calling – If Doctors Talked Like Salespeople

Have you ever heard (or used) a call opening similar to this? “Will you give me one minute to share how I can help ABC COMPANY achieve INSERT BOLD AND AUDACIOUS CLAIM HERE.“ Now think back to the last time you visited a doctors office. Do you remember the seemingly endless barrage of questions you were asked before the physician …

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Why No-Shows are Perfectly Acceptable

Over the past few months, I have offered up time on my calendar for people that want to meet with me to discuss a sales challenge they are struggling with. Naturally, I enjoy when prospective clients show up but mostly I like to make myself available for my audience to ask questions, get my advice, etc. Overall it has been …

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Why you need to get on Snapchat now!

Within two years, Snapchat will be the MOST POWERFUL SALES TOOL for BUSINESS and you have no clue how it works or why people use it. – Please share this article on LinkedIn by Clicking HERE – Last night, I spoke to a class of graduate students… MBA candidates in the CU entrepreneurship program to be exact. Almost everyone in …

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Nobody wants your product (or service.)

“Nobody wants to schedule an appointment to talk about cleaning services.” If you enjoy reading this article share on LinkedIn by clicking HERE This was the note attached to the invite for my Thursday morning call. I challenge you to think of an offering any prospect would eagerly agree to meet about from a cold call. A prospect will enthusiastically agree to meet to discuss any product or …

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Predictable Revenue in Five Minutes (or less)

Thanks for visiting! If you find this article valuable, I would really appreciate you CLICKING HERE to share. Sales Vice Presidents (and the CEOs that manage them) struggle with knowing whether the sales forecast will come to fruition or (once again) evaporate come end of the quarter. Similarly, individual contributors (aka Sales People) wrestle with whether or not they have …

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VP of Sales: Will you make your number this year?

Would you like to know TODAY if you are going to make your number this year? Better yet, would you like to know TODAY which reps will make their number this year and which you will likely need to let go? It’s a simple process. Email these four questions to everyone on your team. How many top of the funnel 1st meetings with …