The Message Noise Sends Good morning! You are on the phone with someone and while you are talking you hear a keyboard clicking away. What does that tell you about the person you are speaking with? Are they paying attention to you? Compare that experience with one where the other person is
Sept 21: Be In the On-Time Business
Be In the On-Time Business Good Morning! My brother and I realized that despite the fact we live less than an hour apart, we had not seen each other since the end of December when his youngest son got married in Boston. In addition, he had not checked out my new digs. To remedy that, he called
Sept 14: Planting 12 Trees, One At A Time
Planting 12 Trees, One At A Time Good Morning! As I have alluded to over the past few months, I’ve been taking guitar lessons with my daughter, Emma, via zoom. Very quickly, I realized the direct correlation between that experience and the coaching that I do with my sales reps and selling
Sept 7: The Hard Stop
The Hard Stop Good Morning! As I have alluded to over the past few months, I’ve been taking guitar lessons with my daughter, Emma, via zoom. Very quickly, I realized the direct correlation between that experience and the coaching that I do with my sales reps and selling owners. Last week,
Aug 31: What If You Lack Natural Sales Talent?
What If You Lack Natural Sales Talent? Good morning! More than once in my childhood, I heard someone say, “You’d make a good sales rep.” Being optimistic, friendly, and persuasive came naturally to me. Does that mean it was easy for me because I had some kind of genetic advantage? Absolutely
Aug 24: Selling Like Cats and Dogs
Selling Like Cats and Dogs Good morning! Meet Mycroft…one of my two Russian blue cats (the other being his brother, Sherlock). Mycroft is a small, thin rascal. When Allison and I got married, the boys were part of the package. Enter Fergie... Fergie was the family dog well before I
Aug 17: An August Sales Plan
An August Sales Plan Good morning! The strangest sales summer on record is three weeks away from being over and I wanted to talk to you about making some plans for the weeks and months ahead… As I do every year, later this month I will be telling you the three most important prospecting
Aug 10: Get Back to Where You Once Were Trained
Get Back to Where You Once Were Trained Good morning! It was 38 years ago this summer. I had just graduated from UMass/Amherst and was sent almost immediately to a week of sales training out in Chicago. I believe the phrase, “Drinking from a fire hose” applies here. We were flooded with an