Social Discomfort & Networking

Social Discomfort & Networking

by | May 27, 2022 | Sales Motiviation

On your way to a networking event, have you ever worried, “What if I don’t know anyone?” While it might make you uncomfortable, not knowing anyone forces you to use your networking skills. Too many people go to a function and sit in the corner with their friends,...
Take the Initiative While You Can

Take the Initiative While You Can

by | May 20, 2022 | Sales Motiviation

My grandmother turned 110 years old yesterday. Unfortunately, she’s not around to celebrate as she died more than 20 years ago. Even though she’s been gone a long time, I still think of her each year on May 19th. It’s hard to believe that someone who was an important...
Telephone Prospecting Truths

Telephone Prospecting Truths

by | May 13, 2022 | Sales Motiviation

I was presenting a prospecting workshop last week, and something interesting came up during the Q&A section. One of the participants, who seemed a bit agitated by my training content, said: “I don’t do any of this cold calling; I only make warm calls.” His comment...
Fully Present All the Time

Fully Present All the Time

by | Apr 30, 2022 | Sales Motiviation

As I sat by myself at a restaurant working on my laptop, I kept overhearing a group of four women at the table next to me. From time to time, they would say something that caught my attention, and I’d find myself eavesdropping a bit. (When you’re on the road by...
Sales Call Commoditization

Sales Call Commoditization

by | Apr 22, 2022 | Sales Motiviation

NOTE: This week I am running a guest article written by my friend and colleague, Anthony Iannarino, who just released a new book, Elite Sales Strategies: A Guide to Being One-up, Creating Value and Becoming Truly Consultative. By Anthony Iannarino The discovery call...
Clients Who Lack Urgency

Clients Who Lack Urgency

by | Apr 9, 2022 | Sales Motiviation

From 1980 to 1995, Gary Larson had a syndicated, single-panel cartoon known as The Far Side. It ran in thousands of newspapers and was pure genius in its simultaneous hilarity and simplicity. I could always relate to the cartoon especially one captioned, “Same planet,...