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

Sometimes, when I’m talking with salespeople, something comes out of my mouth and I think, “Damn! I wish I’d recorded that. That was a really great sound bite!” It happens A LOT. Last week, I actually stopped to write down one of those verbal gems while discussing time and productivity with a team member. This...Read More