How You are Perceived

One of the biggest mistakes that salespeople make is leading with their product. To understand why, you need to be aware of the four levels of value. We talk about four levels of value creation. Each level contains the ones lower levels, and transcends them to create even greater value. As you move up through the levels, you are a better salesperson and can better meet your clients’ needs. Once you reach level 4, you can differentiate yourself, gaining the ultimate competitive advantage. Read More

I Spoke With 250 Prospects A Day… Here’s How!

I recently had a goal to speak with 250 prospects every day. It wasn’t just a random number—it was a mission. But I quickly realized that without tracking each outreach attempt, I’d lose sight of my progress. You can’t speak to enough people if you don’t know how many people you’ve spoken to. That’s a hard truth I learned early on. I used a simple fish tally counter to keep track of each prospect I spoke to, and it changed everything. Read More

Five Lessons from the Olympics for Your Sales Teams

The Olympic motto, “Citius, Altius, Fortius – Communiter, ” roughly translated to “Faster, Higher, Stronger – Together, ” reads like a motivational quote for sales teams and their leaders. But that’s not the only inspiration that can be taken from the Olympics and the many ways that athletes prepare themselves for the rigor of the Games. Read More

12 Body Language Signals Only the Best Salespeople Can Read

The ability to read body language signals and respond accordingly is an important weapon in a salesperson’s arsenal. As a salesperson, you should be actively seeking to “hear” your prospect’s body language, as much as you’re listening to the words they’re saying. ‍When you see someone smile, you know instinctively that they’re happy (or at least indicating positive feelings to you). You know the proper response is most often to smile back. Read More

Steps To Creating Motivation

Motivation is a big factor in sales, and it should be simple. But is it? If you’re in sales and honest with yourself, you know that self-excuses are everywhere. All sellers have rationalizations that follow them around like a bad cold if they allow it. This isn’t a good time to approach XYZ client. They won’t want to buy this. This costs too much. Read More

Examples of Role Play Scenarios for Sales Training

Creating realistic and engaging role-play scenarios is crucial for sales training as it helps participants develop and refine their skills in a controlled, practice-based environment. Below, I provide two detailed examples of role-play scenarios that can be used in sales training workshops, each aimed at enhancing different aspects of the sales process. Read More

Management Insights: The Art of Leading a Winning Sales Team

In the bustling world of media ad sales, a veteran General Sales Manager (GSM) is akin to a seasoned captain steering a ship through ever-changing waters. As digital waves crash and consumer winds shift, how can you, the experienced captain, lead your crew to success? Let’s dive into a story that illustrates the journey and uncover strategies to enhance your team’s performance and boost sales. Read More

Lost Art Of Closing and the Secrets of Gaining Sales Commitments: A Non-Linear Approach

Closing is perhaps the easiest commitment to acquire. But for this to be true, you need to gain a number of commitments. In 2016, after publishing The Only Sales Guide You’ll Ever Need, I had already started writing The Lost Art of Closing: Winning the 10 Commitments That Drive Sales on my flight from a meeting with the publisher in New York. Read More

7 Vital Sales Negotiation Skills Every Rep Needs

You negotiate for far more than the final deal or agreement as a sales rep. You negotiate to get access to speak to a prospect, for their time, for the information you need to advance the sale and to talk to those on the buying team. The whole process is a negotiation to create a win-win situation for your organization and your prospect. Read More

10 Body Language Tips to Nail Your Next Sales Presentation [Infographic]

Used strategically, body language can emphasize your argument and make it resonate with your audience. Want to really drive a point home with your prospect? Consider walking a few steps toward them. Nodding, smiling, and maintaining eye contact will create a positive and receptive atmosphere. And making small, restrained gestures can project an air of authority and confidence. Read More

Energize Your Sales Team with the Elevator Pitch Challenge

Looking for a fun and effective way to boost your sales team’s communication skills? Try the Elevator Pitch Challenge! This engaging game will help your team members refine their ability to deliver concise and compelling pitches, a critical skill for any successful salesperson. Read More

Mastering B2B Sales: Essential Changes Sales Leaders Must Implement Now

One thing many get wrong is that they don’t do the work to master B2B sales. Instead of prioritizing the improvement of our craft, most go about their business without improving over time. At the time of this writing, win rates are abysmal, and it is the same for quota attainment. There are a number of reasons why sales organizations fail to improve their sales results. Read More

Time Management Strategies: 5 Tools To Take Back Your Time

In today’s fast-paced world, effective time management is the key to success for both professionals and leaders alike. Time is a finite resource, and how we manage it can greatly impact our productivity and overall well-being. To help you regain control of your time and achieve more in your personal and professional life, we’ll explore five powerful time management tools in this blog post. Read More

Leveraging the Sales Team in the Collections Process

Historically, the interaction between the credit collections department and the sales team has been an adversarial relationship. The credit collections team believes that salespeople have no concern for collections and just want to sell to anyone to make commissions and meet quotas. The sales team sees the credit collections department as an obstacle to opening new accounts and closing deals. Read More

5 Questions Every Leader Should Consistently Ask Themselves

As an executive leadership coach, I’ve had the privilege of working with leaders from various backgrounds and industries. One thing I’ve consistently observed is that exceptional leaders share a common practice – they regularly ask themselves thought-provoking questions. These questions serve as a compass, guiding them through the complexities of leadership. Read More