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The wolves in your head
Have you won the battle of your mind? Do you know the story of the two wolves in your head? If not, here it is: A grandfather uses a metaphor of two wolves fighting within him to explain his inner conflicts to his grandson. One wolf is fear and negativity. The other wolf is courage …

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Sales Goals
There are entire books dedicated to learning how to set goals. This is my approach to setting “sales” goals. First, let’s get a couple of things out of the way: 1. Goals are not just a once-a-year thing. Yes, you should set goals annually. You can also set them quarterly, monthly, weekly, and even daily. Once you get your …

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Sometimes you have to play the long game.
I took a 50% pay cut to make 10x more. Sometimes you have to play the long game. My first business job was IT recruiter. I would cold-call programmers, analysts, and IT managers. Every other recruiter was calling them too. I felt like I had to work for opportunities, while the IT people got courted, …

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What’s old is sometimes new.
I usually look at a prospect response of, No, as Not Now. If they were good prospects for your product or service six months or a year ago, they’re probably good prospects now, and you’re wise to engage them again. Some ideas: – Be upfront. With a call or email, let them know you understand that, …

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Newsflash Salespeople: Nobody Cares About You
Newsflash salespeople:  Nobody cares about you. Not your coworkers, not your boss, not your competitors, not your customers, and certainly not your prospects. Sorry, but that’s the truth. They don’t care if you feel a little down. They don’t care if you didn’t get enough sleep and can’t pay attention or make enough calls. They …

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You’re Only A Failure, Today
Not hit your numbers today? Did you miss the number of appointments or meetings you were supposed to set? Were you busy checking Facebook, Twitter, and LinkedIn, then only to look up and see it was time for lunch? If you’re conscientious in your job you probably ended the day a bit dejected.  Maybe even …

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Meditation and Sales
Want to sell more or have better meetings? Head spinning or got anxiety before doing either? Here’s what to do.   Learn to Meditate. You may think there is no place in business for meditation, but you will be ignoring a 5,000-year-old practice, that can make you more money (really) and improve your career. Have you …

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How’s your team’s attitude?
If you want to have a high-functioning sales team, they need to be firing on all cylinders. And that starts with their attitude. With a bad attitude, usually nothing good happens. With a positive attitude, goals and quotas that started as a wish list can be far exceeded. I don’t think the old adage; attitude is everything, is correct. But …

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Separating the Best from the Rest
Given the exact same number and quality of leads, what separates the sales reps who close the most deals, from the lesser-performing reps? Listen up.  Here are three essential things that will separate a salesperson from 90% of the competition: Shut up. If you are speaking with a prospect, never talk when they are talking. Even if they …

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Factional sales management
Fractional sales management