Blog Archives

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: 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

Today’s Lesson: The Implementation Story

Many of you are trying to close deals with your prospects this week and next to finish the year or quarter on a high note. So, I have a question: Have you included an implementation plan discussion as part of

Posted in Closing, Qualifying, Sales Process, Tools

Today’s Lesson: Start bcc’ing

Most sales managers I know have the best intentions. They don’t want to manage their reps, they want to coach them to achieve greatness – or at least quota. Many of them, though, struggle with where to start. The comfortable

Posted in Sales Leader, Sales Management, Sales Process, Tools

Today’s Lesson:Take a P A U S E

  Professionally, many of you are looking at your calendars and realizing that you only have six weeks or so left in the year and you are making your calls to try and close deals, or even create deals now

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

KiteDesk Goes to School

Sean Burke, CEO of my client KiteDesk, wrote this blog post   – about our work together. If you sell to other businesses and need new customers, get to know Kitedesk and tell them I sent you. 

Posted in Qualifying, Sales Messaging, Sales Process, Tools

What’s your Dirty Dozen?

(reposting on request) Here’s a frequent conversation I have with friends, colleagues, prospects, clients: FRIEND: How do you get your clients? ME: It’s a lot of conversations like this one. FRIEND quizzical look on his face: What do you mean?

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Posted in Building Trust, Prospecting, Sales Messaging, Tools

Elements of a Sales Recap Email

Do you send something like this after every meaningful customer/prospect conversation?

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

Hubie, T.K., and the Ideal Prospect

When Hubie Brown and I were much younger, he was my favorite basketball coach.  I had just moved to Atlanta and adopted the hometown Hawks – his team.  He was smart and energetic.  In interviews, he seemed like a great

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Posted in Marketing, Prospecting, Qualifying, Sales Leader, Sales Process, Tools