I was listening to an interview this week with a retired MMA fighter and one of his comments stuck with me all week. He was telling a story about one fight that he was losing badly and the advice he received from his trainer to “punch harder’ and that is what he set out to [...]
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 [...]
I love sales and working with sales teams, but over the years I have heard tons of sales stories from people on why sales suck as we work with them to keep from going deeper into “The SUCK”. Also, I don’t say salespeople because some of them were not willing participants in their sales career [...]
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. [...]
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 [...]
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 [...]
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 [...]
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, [...]
