Today’s Lesson: 10 Links

I’m going to try something different this month. When I procrastinate, I read. A lot. I also like to share stuff. Sometimes my friends and family say I over-share. Oh well, I gotta be me. So, I hope you enjoy

Posted in Careers, Sales Leader

Today’s Lesson: Beatus Aures

Over coffee last Friday a coaching client of mine told me about an RFP he was excited to answer. “It’s in our wheelhouse, but I have to go soon so I can get the answer out. It’s due today and

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Posted in Champion, Qualifying, Sales Management, Sales Process, Tools

Today’s Lesson: “Social” Selling

No, this is not another post on using online sites like LinkedIn to build your pipeline. Rather, I want to talk about my friend Mitch (real person, fake name). Mitch is looking for love. He’s a good guy. Works hard,

Posted in Building Trust, Champion, Networking, Prospecting, Qualifying, Sales Process

Today’s Lesson: Two Existential Questions

For today’s lesson we are going to explore two existential questions: Why does your company exist? Why should your ideal client want to talk to you? Why does your company exist? The answer to this question should scream at visitors

Posted in Building Trust, Marketing, Qualifying, Sales Messaging, Sales Process, Tools

Today’s Lesson: How Do You Get Better?

You may know that I have been a member of a Vistage Trusted Advisor group for over five years. I consider it my graduate business school. While I have a Juris Doctor, I am not a Master of Business Administration.

Posted in Careers, Networking, Sales Leader

Today’s Lesson: Don’t be a Poodle

During a recent workshop I described how we sales people need to constantly work to be perceived as our prospect’s equals. What do I mean? Here are three examples where we are equals, but not necessarily perceived as equals: Like

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Posted in Building Trust, Champion, Qualifying, Sales Process

Today’s Lesson: Receiving Feedback

Recently, however, I received written feedback from a post accusing me of not modeling Active Listening in my public discourse like I teach my clients. It knocked me back on my heels. Had I slipped or not really improved?

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Posted in Careers, Presenting, Sales Leader, Sales Management, Tools

Today’s Lesson: Are You Good at Rapport? Are you Sure?

Many of us salespeople have a dirty secret. We hate building rapport especially with prospects or even just people we don’t really know well. Sure, we are expected to be the life the party and the meeting, the easy-going back-slapper

Posted in Building Trust, Networking, Sales Management, Sales Process, Tools

Can you Argue Both Sides? Think Like a Lawyer?

You may already know that I practiced law in a prior life. Some of my clients like and appreciate it, but I do get eye-rolls and my fair share of good-natured ribbing. I get it. When it comes up in conversation,

Posted in Building Trust, Closing, Sales Leader, Sales Management, Sales Process

Today’s Lesson: Young Gun, New Job, New City

A friend of mine’s 20-something son recently received a promotion. He is a consultant and has been asked by management to help open a new office in a new city. They want to build a presence in this new outpost

Posted in Sales Process