Whatever You're Thinking, Think Bigger
You've probably heard the expression that "Life is a self-fulfilling prophesy." Nowhere is that more immediately apparent than in the world of commission sales. As you look around the company or...
View ArticleGeneral Patton On Singleness Of Focus
When I get in each morning, I look at my calendar of to do's, and as soon as I get started on one task, my email beeps, and I take on something else. Next, my assistant reminds me of an article or...
View ArticleHard Work Pays Off: I'm So Annoyed My Father Was Right
This quote sure struck a chord with me. I can still hear my own father telling me how important hard work was. He used to say, "There's no substitute for hard work, Michael." And he used to practice...
View ArticleA Kick In The Teeth May Be Good For You
When I read this quote, I immediately resonated with it. The kick in the teeth came for me when I lost one of the most important sales in my young sales career. While we never like losing a sale,...
View ArticleWhy Qualifying For Timeline Is Important
Okay. So I've been in sales longer than some of my clients have been on the planet. I've made thousands and thousands of prospecting calls, and thousands and thousands of closing calls. I teach, train,...
View ArticleApps For Recording Your Phone Calls
Years ago, Stan Billue - the top inside sales trainer at the time - made a claim that every sales rep could double their income in 90 days by doing one thing. Intrigued (and highly skeptical), I...
View ArticleWhy You're Wrong About Phone Scripts
Next week, I'll be presenting two breakout sessions at the Microsoft sponsored AA-ISP's Leadership Summit in Chicago. I'm going to be presenting both sessions centered on the importance of having and...
View ArticleManaging Millennials
Sales management has always been a balancing act between supporting people to achieve more, and pushing them to go beyond what they think they are capable of. In today's environment of motivating,...
View ArticleHow To Handle: I Looked It Over And Not Interested
Don't you hate it when you get back to your prospect, you're ready to give a great pitch, you need the sale, and...and....they tell you they looked it over and they're not interested! Wait a minute!...
View ArticleWhy The 'Will To Win' Isn't Enough...
Today, I find that I can do just about anything if I'm willing to put in the time to prepare to win. You can too - if you're willing to put in the time. The question is, are you?
View ArticleThe Five Second Rule
Thoughts are things. As true as the law of gravity, this is one of the fundamental laws in the universe. Whatever you believe with feeling, you bring into your life. And like gravity, you don't have to...
View ArticleWe Can Do It!
The exciting thing, though, is that a "can do" attitude is contagious. When you infect a whole team, a whole company, a whole family with a "can do" attitude, a lot of exciting things begin to happen....
View ArticleYou Can Do It
Can you become a top sales producer? We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I'm sure they are ranked in production from...
View ArticleTom Brady and Lessons for Sales
Whether you're a fan of Tom Brady or not, you've got to agree he's a winner. In fact, if he and the Patriots win this week's Super Bowl, he will break the tie with Terry Bradshaw and Joe Montana of...
View ArticleSales Advice from Pablo Picasso
I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: "Learn the rules like a pro, so you can break them like an...
View ArticleThe One Important Buy-In Question (You Better Be Asking)
Back in the office after two weeks on the road training in CA (shout out to my clients there!), and during both weeks - in L.A. and Oakland - it rained! My wife tells me I can no longer say it doesn't...
View ArticleMy Favorite (Brian Tracy) Goal Setting Technique
If you are feeling a bit overwhelmed with setting goals in each area of your life, then you're not alone. I've been goal setting for years, and while I (and the rest of the world) may get pumped up by...
View Article5 Book Recommendations to Have a Great 2017
As you run around doing your final Christmas shopping this week, have you remembered your favorite person? (You!) As we stare down New Year's Eve and a whole new year of dreams and goals, why not give...
View ArticleAvoid This "Ghost" Of Christmas Future
For December, I'm reading the classic tale: "A Christmas Carol," by Charles Dickens. Oddly, I can't remember ever reading it, though I've seen countless versions made for TV and movies. It's fantastic,...
View ArticleHow to Negotiate for Higher Pay (Part Five of Five)
The final piece to landing the job of your dreams is to learn how to ask for the kind of salary or compensation package you really deserve. And what we're talking about here is learning how to...
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