Recently, I was consulting with a sales professional, and we were discussing his success, or lack thereof, with attracting new clients. He had a serious challenge with landing new prospects, they would often avoid meetings with him or were simply unresponsive. Understandably, he was pretty broken up about it and quite demotivated. A career in…
Welcome back! I hope you had a wonderful Thanksgiving. We’re now in full swing for the holidays…and holiday parties. But before you begin celebrating the holidays, I wanted to have a quick chat about how you can close-out your sales targets with a bang. It all starts by not blindly sending your clients price sheets.…
We cannot exist in a vacuum, whether we would like to or not. At work, it is essential to successfully collaborate with our colleagues and other leaders in the middle to get the job done right. Now, while I acknowledge the resistance to collaborate between groups may at times not necessarily stem from us, we…
Today I’m going to stir the pot a bit. I want to talk to you about the 80/20 rule and why it sucks. Yep, there, I said it, it does NOT work. Wait, wait, wait… just give me a minute to explain here. We’ve been conditioned to think that if we achieve our overall sales…
In today’s Leadership Playbook Blog post, I wanted to talk about something I am most passionate about, our clients. They are the impetus that drives every business growth, marketing strategy and sales plan. They make a business possible. As things have once again picked up for many businesses in this post-COVID era, I want you…
Today, we’re going to do things a little bit different. I’m sure you’ve heard multiple times that sales is a relationship business. So, I won’t start off with that, instead, we are going back to the ABCs by taking a look at the building blocks of what a great sales relationship is. No…
“It’s unbelievable how much you don’t know about the game you’ve been playing all your life.” – Mickey Mantle Think about that quote by Mickey Mantle. Here’s an athlete who had tremendous talent recognizing the limits of what he knew about the very game of his profession. He was a baseball star admitting that he…
There’s an old Farside comic about a slick salesman who’s successfully sold refrigerators to Eskimos in the frozen plains. It illustrates a common perception about salespeople: that we’re swindlers, dishonest manipulators who convince people to buy items they don’t need. Unfortunately, there’s some truth to this perception. Some salespeople are mischievous and dishonest. They will…
Thanks to shifty salespeople who made a living manipulating prospective customers into buying items they didn’t need or that weren’t a good fit, the sales profession has something of a bad reputation. This is unfortunate because it’s not accurate. Like any profession, sales has its sinners and saints, with most of its practitioners being of…