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 [...]

511, 2017

Sell Like Tom Brady – Why Elite Salespeople Close More Deals and Make More Money!

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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 [...]

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, [...]

203, 2017

Four Reasons Your Salespeople Won’t Pick Up the Phone

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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 [...]

2301, 2017

Video – Hacking Sales Real Time

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  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 [...]

612, 2016

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 [...]

1111, 2016

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 [...]