What to Do With Your New Goals

What to Do With Your New Goals

by | Dec 15, 2023 | Sales Motiviation

I talk a lot about goals this time of year, because goal-setting is essential for sales success. But there’s one thing you must do after setting your annual goals to make success possible: tracking. Even if you’re thoughtful and deliberate when setting your goals, if...
Sales To-Do List Before Year’s End

Sales To-Do List Before Year’s End

by | Dec 8, 2023 | Sales Motiviation

You could make an argument that the holiday season is the most interesting part of the business year. Half the people are scrambling to close deals and maximize their current-year numbers. The other half are coasting along, taking off a lot of time and enjoying the...
Using Text Messages for Prospecting

Using Text Messages for Prospecting

by | Nov 10, 2023 | Sales Motiviation

Have you ever received a text message like this? Hi Jeff! I’m Calvin with XYZ. We offer tailored consulting-focused medical insurance plans with competitive rates and nationwide coverage during open enrollment. Would you like a quick quote? Or how about this? Hello...
Never Mistake Marketing for Sales

Never Mistake Marketing for Sales

by | Oct 27, 2023 | Sales Motiviation

On separate occasions I recently met with two small business owners. These guys don’t know each other but they have a lot in common: Despite great effort, neither is happy with their revenue. Both companies are “getting by” but not thriving. A quick examination...
Use Your Personal Brand for Prospecting

Use Your Personal Brand for Prospecting

by | Sep 29, 2023 | Sales Motiviation

Now that we’re in “Selling Season” – the busy period between September and the holidays – it’s a great time to do some networking. Go into the world and use networking as a prospecting tool. It’s also a great time to bolster your personal brand. Make no mistake…You...
Emotionally Intelligent Selling

Emotionally Intelligent Selling

by | Sep 15, 2023 | Sales Motiviation

When I was in graduate school, I worked for the university. I had an outstanding boss, one of the finest bosses you could ever meet. He was a leader, a motivator, a developer of people. He was highly effective, yet unusually modest and humble. He was one of my early...