Category Archives: Selling

Four Reasons Why A Sales Process Will Never Work

Posted on February 5, 2016 by

Let me begin by saying that I believe in having a great sales process. At the same time, I do not believe that a sales process is going to provide any value. I have seen way too many sales teams … Continue reading →

Posted in Sales Leadership, Selling | Tagged , , , , | 2 Comments

Do Your Questions Matter?

Posted on January 22, 2016 by

I’ve got a question for you. Do you create the answers to your questions before you ask them? Think about that for a moment. Because your answer may have major implications for your success. On one hand, there is certainly … Continue reading →

Posted in Personal Effectiveness, Selling | Tagged , , , , | 3 Comments

How to Deal with DIFFICULT Prospects/Clients

Posted on May 12, 2015 by

For the second week in a row, I have been a guest on a great podcast. This time, it was “The Word: A Jolt of Sales 411” with top sales blogger (and buddy) Jim Keenan (@Keenan). BONUS: another friend and … Continue reading →

Posted in Selling | Tagged , , , , , , , , , | Leave a comment

BizLockerRadio: Managing Clients for Growth

Posted on May 7, 2015 by

Last week, I had a BLAST on #BizLockerRadio w/ Kelly Riggs (@KellyRiggs) and Colleen Francis (@EngageColleen). Check it out! Managing Clients for Growth. #Sales

Posted in Selling | Tagged , , , , , , | Leave a comment

How to Deal with STRESSED OUT Customers

Posted on May 1, 2015 by

Next week, I am stoked to be joining my friends Jim Keenan (@keenan) and Anthony Iannarino (@iannarino) for a “jolt of Sales 411.” Our topic is going to be people who drive us nuts how to deal with a pain in … Continue reading →

Posted in Selling, Stress | Tagged , , , , , , , , , , , , , , | 3 Comments

Developing Your Credibility as a Problem-Solver (pt. 2)

Posted on August 10, 2013 by

In my last blog (a guest post for Jim Keenan here), I ranted explained the importance of collaboration. In particular, I linked collaboration to the idea that “You have to disrupt customers to get them to see the problem, solution, … Continue reading →

Posted in Problem Solving, Selling | Tagged , , , , , , , , , , , , , | 8 Comments

Developing Your Credibility as a Problem-Solver (pt. 1)

Posted on July 19, 2013 by

Well, I’m going to continue my rant on problem solving (no surprise here, eh?). If you haven’t read my posts on problem solving as an economic generator or on problem solving as a process, please do so now. Shucks, you … Continue reading →

Posted in Problem Solving, Selling | Tagged , , , , , , , , , , , , , , , , , , , | 3 Comments

Uh, Houston? We have a problem.

Posted on June 28, 2013 by

Uh, Houston? We have a problem. Those immortal words have been used as a punch line to many situations, but their original utterance was of the most serious matter. Made famous by a Hollywood movie, the astronauts aboard Apollo 13 … Continue reading →

Posted in Leadership, Problem Solving, Selling | Tagged , , , , , , , , , , , | 5 Comments

I Can’t Say It Any Plainer: SOLVE the @$%! PROBLEM!

Posted on June 18, 2013 by

I was having a discussion with an organization I am helping and we got to talking about how to get their desired improvements going. One of the folks at the table declared, “We just don’t have enough money.” I about … Continue reading →

Posted in Problem Solving, Selling | Tagged , , , , , , , , , , , , | 14 Comments

2 Tips for Boosting Your Sales Dramatically

Posted on March 22, 2013 by

If you want to boost your sales dramatically, there is no single tactic to help you. Not buying a CRM. Not investing in online advertising. Not starting a new sales process. You can only boost sales dramatically by developing a … Continue reading →

Posted in Sales Leadership, Selling | Tagged , , , , , , , , , | Leave a comment