Sales Onboarding – Start Your New Sales Gig STRONG
If you’re a sales leader – you need new hires to start earning revenue quickly. And, if you’re new to a job, you want nothing more than to get those first deals fast and get to On Target Earnings. But,...
View ArticleThe “One Thing” beats the “One Stop Shop”
“The One Thing” beats the “One Stop Shop”! Do you represent a company with a full suite of services? Your products and services cover all of your customers’ needs? That’s great! But, the minute you...
View ArticleBest OUT OF OFFICE Message EVER!
So, I’m emailing the Demand Gen Specialist at Vidyard – great company – and I get this message back. Wow! I wish more people in business would feel free to show their real personality. It may be...
View ArticleFour Cold Calls Called Me Back!
How fun is that? Maybe you’re way better than I am, but I find that it’s pretty tricky to get people to call you back from leaving a cold voice mail. Right? Now! That does NOT mean that voice messages...
View ArticleTBT – Sometimes What You Love Hurts You
Since dogs and sales stories are so much fun, I thought I’d pull this one back out. Plus, it’s super embarrassing, which seems to be entertaining. Happy Throw Back Thursday – from 2012 This is a...
View Article#TBT – If you want to make sure your prospect is listening…
This short, but sweet, and truly powerful post ran in March of 2014. It’s so good I had to share again. “If you want to make sure you have your prospect’s 100% attention, let THEM talk!” ~ Alice Heiman...
View ArticleHow The Dog Collar Mechanism Makes You Better in Sales
Most of you probably already know that I LOVE dogs! I’ve learned a lot about life and love from my own dogs – as many of us have. A couple of years ago, though, I also learned an incredibly successful...
View ArticleOne magical question that gives you control of the sales meeting!
I was reading Whale Hunting by the brilliant Dr. Barbara Weaver-Smith and when I ran across this paragraph, I whooped – YES! I have actually used this idea one time in my career. The meeting was...
View ArticleWorried about being aggressive? The opposite is just as bad!
I was talking with a business owner friend, Bob, the other day. He’d recently made the decision to NOT do business with a company he was considering. That’s not so uncommon. What was interesting was...
View ArticleMirror, Mirror on the Wall. Who’s the greatest of them all?
An all-time favorite tip to being wildly successful in sales – on the phone – is “Sell to the Mirror”. When you are selling to a mirror, you sound like an actual human being – because you are relating...
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Lose the pronouns!
OMG! I was in a TERRIBLE sales presentation the other day. TERRIBLE. The presenter was Hooked On Pronouns. “We, you, they, it, he, she, their” … it went on and on. (Example: So, I said this to him...
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From an Irreverent Mixologist
From the Traveling Elixir Fixer, a brilliant quote: “I don’t care what you believe, just behave yourself!” (via And yes, you should become her fan! https://www.facebook.com/TravelingElixirFixer) Love...
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Who’s driving the train, anyway?
Just because you are not the one talking, does not mean you are not guiding the sale! In fact, it is USUALLY just the OPPOSITE! Today a magical and truly wonderful thing happened! I was in a meeting...
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When the “I’s” DON’T have it!
Wanna send a powerful email? As a follow up? Or as a first-contact? Or an initial call? Leave the “I’s” aside! We often want to send messages (or phone messages) that start with “I” or “MY” EXAMPLES:...
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You can’t bamboozle your customer! PUH-LEEZE!
I was in a sales training and the sales trainer LAMENTED that times have changed. It USED to be that the salesperson had the inside scoop NOW, the buyer can find everything they really need to know...
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If you ain’t buyin’ it, they aren’t either!
Even the BEST salesperson in the world can’t sell just ANYTHING. Take for example, my very good friend. He loves the product he sells and there are some add-ons that make sense for the right buyer....
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Fake it ’til you make it?
When I was first getting started building my Investment Management business, I was terrified of meeting with clients. I had the education. I felt confident that I could help, but I was afraid to ask...
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Take the OFFER off the table…but, don’t take YOU off the table
When you take yourself away, you hurt yourself Sitting in a sales meeting with a VIP at a company I would love to have as a client. You know the one. The pretty big deal who would make a great...
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Using the THREE Fundamentals of networking to sell!
A good friend of mine emailed me a FANTASTIC sales training video today. It sparked my imagination and I have added THREE things to my sales process – that I have learned about great networking. I...
View ArticleLet’s cut to the C**P, shall we? You wanna be #1?
OK, I very rarely invite untoward language… But, here it is… On a call with Gary Hart today (http://www.salesdujour.com) I spoke with a man who has BEEN selling his whole life. (HINT: you may be...
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