Too many salespeople simply avoid making prospecting calls. They make excuses instead. But this doesn’t have to be your reality. In my … [Read more...] about Prospecting: Making Excuses or Making the Call?
Top Sales Leaders to Follow on LinkedIn
I am humbled to be included in LinkedIn’s list of the top 50 B2B Sales Experts to follow. You can find the complete list at this link. This is … [Read more...] about Top Sales Leaders to Follow on LinkedIn
Sales Motivation Video: Your Frame of Mind Determines Your Outcome
How is your attitude? If you are not in the right frame of mind going into a sales call, your odds for success plummet. I would not talk about … [Read more...] about Sales Motivation Video: Your Frame of Mind Determines Your Outcome
Leaders Ask Questions
If you have kids, you remember the time in their lives when all they did was ask you questions. When my son Chris was 4 or 5 years old, he … [Read more...] about Leaders Ask Questions
The Right Way to Use Social Media when Prospecting
Social media is one prospecting tool, but unfortunately too many salespeople think it should be the only one. In my book, “High-Profit … [Read more...] about The Right Way to Use Social Media when Prospecting
What’s in Your Pipeline?
We’ve all seen countless times the commercials for Capital One where it ends with the question, “What’s in your wallet?” That … [Read more...] about What’s in Your Pipeline?
