If you ask anyone if they are a procrastinator and they say no, then they are a lying. We all do it — we just happen do it at different ends of the spectrum. I know I am at the high end, and it is something I have to work on every day. As a [...]
Death of a Salesman is a 1949 play by Arthur Miller and is considered a classic of American theater. Do you remember how the story begins? Willy Loman returns to his home in Brooklyn one night, exhausted from a failed sales trip. It’s the start of a downward spiral for poor Willy and if you [...]
Last night was the first game of the fall baseball season for Little League. I was the coach AKA Dugout Coordinator for my son’s baseball team, and my job was to make sure the kids bat in order. It is also my job to check in with the boys when they are on deck. As [...]
I’m a huge Tom Brady fan, so I watch a lot of Tom’s Interviews. I’ve included a recent Brady video below and one of the things that struck me about this interview is how it applies to elite salespeople. Just like all elite players Brady’s focus on fundamentals and his simple break down of the [...]
When there is an issue with a salesperson or a sales team, one of the first things we look at—before reviewing a sales training program or making any changes to the sales process—is the level of commitment. What you often hear from business owners of teams that lack commitment is, “my salespeople will not prospect;” [...]
As a sales consultant that works with organizations on their sales process and sales training I speak to a lot of sales leaders about their experiences in sales, and over the past couple of years, I’ve heard all of the following from clients: “Prospects don’t answer the phone.” “I can’t reach decision makers.” “My sales [...]
Early in my career I had a sales manager who would always ask me, “Did you have a good conversation?” when I dropped off a call. I always said, “ABSOLUTELY—it was awesome.” He never asked another question, nor did he pull our calls. So, my conversations were always great because I would call my buddies, [...]
VIDEO – HACKING SALES REAL TIME Gerhard Gschwandtner is an absolute leader in pulling together and interviewing great sales leaders and this Hacking Sales Real Time video is no exception. If you are looking for sales techniques that can help you build and grow your business or you are a sales manager looking [...]
My trainer, Rod White, who has great self-awareness had me performing a sadomasochistic exercise called a drop-set—five sets of 10 repetitions with no rest between sets but you get to drop the weight after each set. I was on my third set of 10 and nearly spent—put a fork in me I’m done, I thought. [...]
In order for a team to be successful, all the members must exhibit some specific traits. Teams don't automatically work by simply putting a few highly skilled people together and expecting great results. To deliver a fantastic performance, individuals on any team have to work well together, stimulating and engaging with each other. Great sales [...]
