405, 2020

PUNCH HARDER & Other Useless Advice

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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 [...]

1102, 2020

Three Traits of Great Sales Teams

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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 [...]

2907, 2019

How Sales can Suck….

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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 [...]

604, 2019

C’Mon Man – Nobody Stops at Nine!!!

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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 [...]

2003, 2019

Death of a Salesman

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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 [...]

402, 2018

How to Overcome Procrastination

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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 [...]

1201, 2018

Hitting it out of The Park While Striking Out

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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 [...]

1210, 2017

In Person Event – The Modern Science of Salesperson Selection

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1104, 2017

Not Winning at Sales? Could It Be a Lack of Commitment? Then Target your Sales Training Program

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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 [...]

2803, 2017

How Social Media has Ruined Sales, Salespeople and Sales Training

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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, [...]