Sales Vacation Protocol Ordinarily, this is advice better suited for June when planned vacations are appearing on the summer horizon, but these days, as my friend Jim pointed out, every day is Saturday and as such all bets are off, so… We all need time off. Although many of us, myself included,
Sept 15: How to Sell to That Large Account
How to Sell to That Large Account Big fish. They are the difference between the middle of the office sales chart and the top. They are the anchor store at the mall. They are a game changer for your annual income. They are a ^%$# to land. Whenever someone calls to tell me they’ve landed a big
Sept 8: Your Gut Has a Question For You
Your Gut Has a Question For You You have the opportunity to do business with an account of some significance (and I will let you define what that means in terms of sales volume). It might be a well-known brand, perhaps a large company in the area. Either way, everyone would agree it’s a gem and
Sept 1: How to Get Something From Your Boss/Parent
How to Get Something From Your Boss/Parent “I want…” “I need…” “I ask for things I need but never get them.” Pop quiz: Are these quotes from a conversation with one of my coaching clients or one of my teenage daughters? Answer: Yes. Actually, I had the exact same conversation twice
Aug 25: How to Respond to a Snarky Email
How to Respond to a Snarky Email I was just noticing that I didn’t have a blog written for this week and as I sat down to start writing, an email came in from a reader. It’s a subject I’ve written about before but bears repeating: Dear Bill, I'm a long-time reader/viewer, first time writer... I
Aug 18: 5 Things I Shouldn’t Have to Tell You About Sales
5 Things I Shouldn’t Have to Tell You About Sales There is a difference between the fundamentals and the obvious. Still, not all sales basics are as apparent as I would like them to be. Over the course of the client coaching I do for salespeople, these are the top five, “Do I really have to tell
Aug 11: How to Get Lucky
How to Get Lucky took my daughters on a cruise to Alaska 10 years ago. On board, we decided to play bingo. My youngest daughter, Madeline, is the luckiest person I’ve ever met. If we were playing board games and she needed double sixes to win, boom, they would appear. So, it was not a surprise
Aug 4: When a Compliment Is Not a Compliment
When a Compliment Is Not a Compliment My iPhone vibrated, announcing the arrival of a new email. I glanced down at the screen and read the first line: “I’ve enjoyed your podcast for some time and I wanted to write to thank you and tell you to keep up the good work.” A compliment! It’s rare to