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Sales Leadership Radio
4 minutes | Mar 27, 2020
Staying Mentally Sharp
Staying sharp physically and mentally go hand-in-hand. I use physical exercise to maintain my business focus and energy level.
8 minutes | Mar 26, 2020
If you can keep your head...
“You must never confuse faith that you will prevail in the end—which you can never afford to lose-- with the discipline to confront the most brutal facts of your current reality, whatever they might be.” - Jim Stockdale
4 minutes | Mar 25, 2020
Don’t Prejudge and Call Everyone
Great sales advice from a former high performing sales pro.
4 minutes | Mar 24, 2020
Smooth Takeoffs and Soft Landings
A thought on how to manage the ups and downs of your business.
5 minutes | Mar 23, 2020
Who Decides if You’re Essential?
Crazy economic times are a perfect opportunity to start thinking differently about the value you bring to the marketplace.
6 minutes | Mar 22, 2020
Death by “Root Beer Float!”
Early in my career I had a sales manager who required all sales reps to host “Root Beer Float” parties at the offices of their top prospects. I resisted this silly idea and you should to if you’re ever asked to do something like this as a way to generate new business.
4 minutes | Mar 19, 2020
Prepare Now for the Rebound
Today I planted seeds. I got out of the office and met a bunch of new people. Now is the time to build the foundation for the expansion of your business.
5 minutes | Mar 16, 2020
Your Best Opportunities
One of the best ways to become known in your industry as an expert is to begin by building your local network.
2 minutes | Mar 5, 2020
Have a Daily Objective
Success in B2B sales is easier - and faster - when you set an objective for yourself and have a process to achieve it. Then all you have to do is work the plan consistently.
5 minutes | Mar 4, 2020
Self Discipline and Productive Days
Knowing what needs to be done and having the self discipline to complete them daily is key to your sales success.
9 minutes | Mar 3, 2020
Transition From Website to Landing Page
If you’ve been relying on your website for lead generation consider trying a landing page optimized to convert visitors into leads.
8 minutes | Mar 2, 2020
Professional Development for Sales
One of the biggest mistakes B2B salespeople make today is neglecting professional development. A shift has occurred in B2B sales, away from traditional sales tactics to a relationship centered approach. Today the key differentiator in your success is you. Think about moving beyond sales training to identifying behaviors and habits to stop and leadership attributes to acquire.
8 minutes | Feb 28, 2020
Professional reflection. If leadership isn’t interested, be worried. Be very worried.
5 minutes | Feb 27, 2020
The Difference Today is You
If you’ve been in sales for awhile hopefully you’ve received good sales training. One of the shifts taking place in B2B sales today is the need to blend traditional sales tactics with a relationship centered approach.
7 minutes | Feb 26, 2020
Looking for Clues, Creating Opportunities
One of the biggest mistakes B2B salespeople make today is emphasizing activity rather than being strategic in how they approach their prospects.
10 minutes | Feb 25, 2020
Keep the Balance Of Power Tilted in Your Favor
Your prospects today have access to more information than ever before. This saves time and makes selling more efficient. At the same time B2B salespeople who are willing to do their homework can learn more about their prospect than ever before. In this video I share of the resources available to B2B sellers today which if leveraged can help them maintain an edge in the selling process.
5 minutes | Feb 24, 2020
Don’t Become a Grease Spot
One of the biggest mistakes B2B salespeople make today is “increasing the volume" and "adding to the noise.” In an already noisy environment where overwhelmed prospects are difficult to reach, increasing the volume and frequency of cold calls and emails to attract attention will damage your chances of connecting with your prospect.
11 minutes | Feb 23, 2020
A Simple System for LinkedIn
Are you using LinkedIn as another tactic in your cold outreach, connecting with prospects and immediately beginning to sell? LinkedIn when done correctly is a great way to build relationships over time, moving cold prospects to leads and clients. But you need a system and the patience to implement and work it.
7 minutes | Feb 21, 2020
How to Quickly be a Top 20% Producer
Salespeople, would you like to know how to move into the top 20% of producers quickly? It’s a simple program that requires focus and self discipline every day. Which is why 80% of sales people don’t do it.
8 minutes | Feb 20, 2020
Look Beyond Low-yield Activities
Spending a lot of time on “low-yield” activities and not getting the results you expect (our are used to)? Your prospect is overwhelmed. They might be interested in hearing from you. It could simply be a question of not enough bandwidth. Find a better way to reach them.
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