How to Overcome Procrastination
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 [...]
Death of a Salesman
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 [...]
Hitting it out of The Park While Striking Out
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 [...]
Sell Like Tom Brady – Why Elite Salespeople Close More Deals and Make More Money!
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 [...]
Not Winning at Sales? Could It Be a Lack of Commitment? Then Target your Sales Training Program
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 [...]
How Social Media has Ruined Sales, Salespeople and Sales Training
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, [...]
Four Reasons Your Salespeople Won’t Pick Up the Phone
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 [...]
Video – Hacking Sales Real Time
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 [...]
C’Mon Man – Nobody Stops at Nine!!!
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 [...]