I am constantly looking around, trying to identify the “selling” moments that happen in everyday transactions and interactions – big and small. Trying to articulate the good, the bad, and the really terrible, because most selling exchanges are not clearly defined moments that each party is privy to – rather, they are small, natural communications...Read More

In an interview by Paul Watts for his show Sales Reinvented Podcast he asked me “What’s one thing you wish you knew earlier in your sales career?” My answer: “I wish I would have known to be more hardcore at pre-qualifying.” Yup. Pre-qualifying prospects is critical and when I think of all the thousands of...Read More

“They haven’t called me back.” It’s the most common response to “Where are we with prospect ABC?” This response, “They haven’t called me back,” lands with a thud at my feet like a bag of rocks when I hear it from a seller or business owner. I can feel the disappointment when they say it...Read More

Being an account manager, or a business owner, for that matter, is like being a master juggler – up in the air on any given day are dozens of details on a to-do list that spans customer calls, billing, paperwork, dozens of emails, and meetings, meetings, meetings. It’s hard to fit business development into those...Read More

Here’s a new approach to the profession of sales. For years, we’ve seen the reputation of sellers slide into a negative, “pushy” or “obnoxious” stereotype of the “don’t-take-no-always-be-closing” pushers portrayed in movies such as The Wolf of Wallstreet, The Boiler Room, and Glengarry Glen Ross. Personally, it pisses me off that so many sellers before...Read More

I can usually diagnose problems pretty quickly. I work hard to do so because of that whole “time is money” theory. I like to think it’s a combination of listening, experience, perception, and intuition that makes me a keen consultant. Like a bloodhound for revenue issues . . . but one that loves a good...Read More

I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with salespeople that have a bulldozer mentality. They’re not afraid to run over you...Read More

Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. You’ve just lost their trust. What was it you said or did that triggered their distrust response? It could be something you’re doing or saying...Read More

I’ve always thought the term “Sales” was a bit of a misnomer. People say I’m in “Sales.” It’s a noun, which is the result, not the action, which is different than how “Marketing” is presented – as a verb. From a psychological frame of reference, I try to use “Selling” as often as possible to...Read More

What’s the biggest hurdle you face when selling to someone? Well, other than getting their initial attention and time in front of them, your biggest hurdle is building credibility and ultimately trust. Trust isn’t cheap. Credibility can’t be faked. And honestly, many buyers put you at arm’s length at the beginning of your relationship because...Read More