Proactivity vs. Victimhood

Proactivity vs. Victimhood

The temperature in my son’s high school classroom was 85 degrees. At least that’s what he said when I asked why he sometimes has a hard time focusing during chemistry class. I get it. I remember certain classrooms in high school being particularly hot or cold. I also...
Your Personal Target Audience

Your Personal Target Audience

I’m going to share a very large number with you… 7,753,000,000 Unfortunately, that number is not my net worth. In fact, it has nothing to do with money. That big number is the current world population. That’s the approximate number of humans now living on planet...
Prospecting vs. Closing

Prospecting vs. Closing

More than 40 percent of sales professionals say prospecting is the most challenging part of the sales process according to a HubSpot survey. Thirty-six percent said closing was the most difficult part while 22 percent said qualifying prospective clients was toughest....
What Will You Stop Doing?

What Will You Stop Doing?

The longer you have worked in sales, the more unnecessary “stuff” you accumulate in your brain, on your calendar and in your job description. Sometimes that stuff needs to be purged. I challenge you to ask this question: “What do I need to stop doing?” What bad habits...
Avoid Burnout; Stay Motivated

Avoid Burnout; Stay Motivated

Let’s say you are in the running for a particularly large deal. You invest countless hours and other resources to win the business. For a while, it looks promising. You build a trusting relationship with the primary decision maker and have demonstrated how your...