From the category archives:

Preparation

Easily Find Decision Makers on LinkedIn – VIDEO

Click play to check out my simple yet very effective tip to prospect on LinkedIn:

Read More

Does Your Pricing Strategy Suck?

Give them value and they will buy. But what happens when you leave money on the table? Or when you pitch too high and they decline altogether? It can be a struggle to determine how to price your solutions. You have made that connection, finished the needs assessment, and now it is time to determine […]

Read More

The Art of Acknowledgement

You are busy. You have what feels like a million action items on your plate. But there is one simple way in which I continue to see successful people grow. And it is the most important part of communication: ACKNOWLEDGEMENT. Why It’s Necessary I have a friend who recently told me about a story at […]

Read More

5 Things Your Clients Hate About You

In sales we typically sharpen our skills by looking at what works. And then we attempt to improve upon it. But it is also beneficial to avoid denial and address why your client may not be opening up to you. We like to hold on to the small details and say to ourselves: “I think […]

Read More

Reality Check – YOU Are In Sales!

“I hate sales, it’s not for me,” says the wannabe success story. Well in the wise words of celebrity chef Gordon Ramsay: “Get Ye Head Out Ye Ass!” You my friend are in sales. It doesn’t matter the profession. It doesn’t matter the industry. It doesn’t matter the position. You are in sales! Rapport building, […]

Read More

You’re Not Perfect Sh*thead!

You Should NOT Be In Sales Unless You Always Take Ownership Three months ago I posted about my ambition to quit smoking. Although I had success, I did make a promise to you that if I were to cheat in any way that I would cease to be an affiliate of the Green Smoke e-cigarette […]

Read More

How Numbers CAN Lie

In sales we hear it often: The numbers don’t lie! But if I conducted a poll which is considered “statistically significant” or scientifically accurate – which means it has a sample size of 1000+ respondents – and posed the question: “Is this poll statistically significant?” The first 999 people would vote no and be correct. […]

Read More

6 Thought-Provoking Sales Mantras

You feel jaded or exhausted with carrying the pressure to sell, sell, sell. It seems you can’t find the groove you once had and you need a mental shift to get going again. To get activity levels back to where they were requires a personal boost. I find looking at things in a new way […]

Read More

Can You Really Generate Sales Leads Using Social Media?

In 1992 I was introduced to the internet. Not exactly the internet but a makeshift version. I was a member of National Capital Freenet – Ottawa’s first newsgroups site. My username was bb052. I posted on forums about Nintendo, WWF wrestling and Ninja Turtles. And it was awesome! Although pages took minutes to load, it […]

Read More