Featured
My book “Eliminate Your Competition” is available from your favorite book retailer

My book “Eliminate Your Competition” is available from your favorite book retailer

You may purchase my book “Eliminate Your Competition” from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.   Only the winner of the …

Read More Read More

Some Advice On How To Not Suck At Meetings

Some Advice On How To Not Suck At Meetings

Meetings for salespeople are common…and terrible. Salespeople have a staggering amount of meetings to attend, both internally and externally. When they’re not checking in with their managers or picking up tips from their coaches, they’re presenting to prospects or visiting with customers. With all that time tied up in meetings, it’s critical that each runs …

Read More Read More

Don’t Negotiate With Yourself

Don’t Negotiate With Yourself

You are about to send the proposal. You want to get your team’s perspective on your offer. This team may be your technical pre-sales, your manager, your manager’s manager, your finance guy, your implementation team, etc. Many people can give you insight into the proposal for your account. Each person on your team will help …

Read More Read More

Salespeople Should Stop Making These 11 Social Media Mistakes

Salespeople Should Stop Making These 11 Social Media Mistakes

There is no question that salespeople need a positive impression on social media. You can save the Facebook account for friends and family arguments and fun posts, but your LinkedIn account and your Twitter account need to be professional. Remember, every sale is composed of three things that you are selling: Your product (and your …

Read More Read More

The Anatomy Of A Top Performing Salesperson

The Anatomy Of A Top Performing Salesperson

Selling products and services can be a tough job, especially when most buyers are either too busy to focus on the solution they may need and want or, in most cases, are not aware your solution or company exists, and therefore are not looking for anything to begin with. That’s where salespeople can shine. Being …

Read More Read More

Don’t Ever Give Up

Don’t Ever Give Up

In the past, I have written that there is no crying in sales. When you lose, you need to get back on the horse and keep going. This is excellent advice, but you also cannot give up on that prospect that just rejected you. There is a chance that your product is a “one and …

Read More Read More