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Nearly every week, I’m somewhere speaking to an audience of salespeople and leaders.  People are always interested in my background and how I wound up doing what I’m doing. They’re also quick to say how it is obvious I thoroughly enjoy what I do and I’m having fun.  The question that comes next always surprises […]
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Let’s cut to the chase and put it on the table with regards to prospecting. You want to up your game, but you’re stuck for any number of reasons when it comes to prospecting.  In my role I get to meet with thousands of salespeople every year, whether it be in my coaching program, a […]
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What is your strategy for sales success? Some people just hope luck will work in their favor. A better approach is to plan to get lucky, meaning you proactively bank the odds in your direction by working smart and hard. “Luck” generally shows up for those who hustle and strategize accordingly. Check out the video […]
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The Winter Olympics are now underway and each of the athletes share more than a few things in common, but one major item is each one is willing to be held accountable by someone else. It might be a coach, trainer or a person with another role, but the fact is nobody gets to the […]
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A few weeks ago, I was sitting in an airport (no surprise!) waiting to board my flight, when an inbound inquiry from my website appeared from a person looking to see if I might be the right person for their sales kick-off meeting. The person said I could email them back when it was convenient, […]
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If you are a sales manager OR if you report to a sales manager, listen up! NOW, early in the year, is the time for sales managers to be out on sales calls with their salespeople. I refer to these as “4-legged sales calls.” This has NOTHING to do with the sales manager running the […]
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How many times have you talked to somebody who you can tell is not paying attention? Years ago I worked with Tom, who yes, was a nice guy, but I never felt I had his attention when talking with him.  I’d be talking with Tom in a hallway or meeting room and the entire time […]
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I woke up this morning and was shocked to find I had the same amount of time today as you. Your competitor woke up today and they too found themselves with the same amount of time as you. At the end of the day, will I or my competitor have achieved more?  It comes down […]
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Tomorrow begins today. Always keep this in mind! Never shut down work for today until you have tomorrow planned. You need to prepare your mind for hitting the ground running, and the best way to do that is to plan! Check out the video to see what I mean:   A coach can help you […]
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How many times have you seen somebody fret and stew about needing to make a call? For one reason or another, they feel the more they stew, fret and worry about having to make the call, it will somehow be easier to make. Leaders, on the other hand, do not delay in making the telephone […]
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