Fanatical Consistency
Craig Groeschell writes a newsletter and produces a podcast focused on leadership. We are all leaders in some walk of life. In his most recent newsletter he explains that success…
Using Stories to Build Value with Your Prospective Customers
A cornerstone of effective selling is building value for your product or service with your prospective customer. One of the most effective ways to do so is the use of…
Being Remarkable
Merriam-Webster defines it as “worthy of being or likely to be noticed especially as being uncommon or extraordinary”. If you have ever had the experience of being treated in such…
Sailboat Wisdom
A good buddy of mine who knows my passion for sailing sent me this image and wise saying. It really does depict the wisdom that comes with experience for anyone…
Playing from a Position of Strength
Some early advice from a trusted mentor was to “always play from a position of strength!” How fortunate I am to have been gifted with such wisdom early in my…
How to Keep It Fresh
Most occupations have repetitive aspects that over time can lead to complacency and even boredom. Sales positions are no exception. The sales funnel is built on the idea of executing…
Your Value is Based on the Size of the Problems You Solve
I recently found a book titled Winning the War in Your Mind by author Craig Groeschel. I highly recommend this book, particularly to those in sales and leadership positions. Craig…
Getting Referrals is a Symptom Not a Tactic
Traditional sales training encourages salespeople to ask if they want to receive. We are taught that if we are to close the sale, we need to ask the prospect to…
There Are 2 Ways to Deal with a Sales Problem
There are 2 ways to deal with a sales problem; emotion or logic. I bet you can guess which one of these 2 options are chosen most often. It’s sad…
How the Top Pros Make It Look So Easy
If you have had the privilege of observing someone who is at the top of their game, you probably were in awe at how easy they made it look. They…
The Secret to Getting the Best Leads
There are 2 distinctly different types of sales positions. There are positions where leads are provided and those where they aren’t. My observation is the masses of sales professionals want…
The Importance of Telling the Story
Last week my family and I enjoyed a week at the coast. Every summer we rent a beach house overlooking the Atlantic Ocean. The view never gets old. There is…