Wasting Time Cold Calling

What’s Your Conversion on Cold Calling Prospects? Ask your peers – the successful sales people are probably farming accounts they’ve had for years.  Others have a different strategy. No one wants to hear from a sales person they don’t know. I’ve had several coaching calls this week with sales people who are either new with […]

Happy Thanksgiving!

Happy Thanksgiving! I am grateful for the opportunity to work with all of you who have benefited from reading my blog, attending my workshops and live sessions, and those who continue to work with my through the SVLC Insider’s Circle and Coaching/Mastery Programs…

Common Question: What Questions Do I Ask Executives?

“What questions should I ask when meeting with an executive?” This question came up about three times last week during various marketing events, coaching calls, and emails with clients – “Can we put together a list of questions for the sales team to use when talking to executives?”  I usually get this question when talking […]

Half-Time

Half the year is already gone – at least if you’re watching the calender year.  It’s around this time each year that I take some time to review my year personally.  I review my plan, by goals, my vision and mission, and I look to see if I am on track with the things I […]

The Lost Art of Mentorship

Months ago I embarked on a new project – my first major woodworking project, complete with exotic hardwoods, joinery, and inlays.  Starting with raw mahogany boards, I’ve come to this picture (left)…Several times during the process I found myself stopping in frustration as I took rough lumber, resawed it down to board size, planed it, […]

Great Speakers Make Great Sales Reps

Taking yesterday’s movie star concepts a step further, let me share another analogy that is near and dear to my own profession.  As an active member of the National Speakers Association, I meet quarterly with some very successful speakers; people I consider to be at the top of the speaker industry.  Our topics vary as […]

The Solo Age

Wall Street’s Article in today’s paper, Succeeding in the Age of Going Solo, has some great thoughts for sales people.  The article is really written for all of those professionals who at some point in the last decade faced a layoff and ended up on the street with a resume and no openings.  I am […]