Listen Now

Staying sharp physically and mentally go hand-in-hand. I use physical exercise to maintain my business focus and energy level.

“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

Great sales advice from a former high performing sales pro.

A thought on how to manage the ups and downs of your business.

Crazy economic times are a perfect opportunity to start thinking differently about the value you bring to the marketplace.

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.

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.

One of the best ways to become known in your industry as an expert is to begin by building your local network.

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.

Knowing what needs to be done and having the self discipline to complete them daily is key to your sales success.

If you’ve been relying on your website for lead generation consider trying a landing page optimized to convert visitors into leads.

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.

Professional reflection. If leadership isn’t interested, be worried. Be very worried.

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.

One of the biggest mistakes B2B salespeople make today is emphasizing activity rather than being strategic in how they approach their prospects.

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.

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.

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.

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.

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.