To reach your goals, don’t focus on them
I was listening to the audiobook version of “A Better Human: The Stoic Heart, Mind, and Soul” by George J. Bradley the other day, and he spoke about a concept that is really important for both...
View ArticleIs this why sales training doesn’t work?
I’ve been participating in group sales trainings since the early 1990’s. Sometimes as the trainer (more recently), but also from the receiving side of the equation. You know what I noticed? In almost...
View ArticleWhy all the fuss about cold calling? (…and how to crush it when prospecting)
I spend a decent amount of time on LinkedIn. It’s a great place to network, learn, and increasingly for me – to generate new business. But – along with all of the good that can be found on...
View ArticleWhy you need a sales coach
I had two sales coaching sessions with new coaching clients back-to-back the other day. At the end of the second, my client articulated something that I had known for years, and practiced for longer...
View ArticleMental models, and how to best use content to help you learn
“Everyone has an opinion, and….” Have you heard this expression? My sense of common decency won’t let me complete it here. “Everyone is on social media….” This just seems true – but if you put the...
View ArticleWhat is authenticity in sales?
Like so many words used in sales related content, there is a lot of talk about the importance of authenticity – but rarely is it explained or illustrated. I don’t pretend to be any kind of an...
View ArticleTelling isn’t selling. Or coaching. Or training.
Lots of people on places like LinkedIn will TELL you many things, like – for example – that you shouldn’t hire an old-school sales trainer, but what does that mean? They are telling you something –...
View ArticleFinding the flow in sales
When you see a great salesperson in action, it can seem like sales is easy. When it’s done right, great selling looks a lot like a simple conversation. The salesperson and the prospect do nothing more...
View ArticleNeed leads that convert? Start here!
I spoke with several coaching clients these last few weeks who were struggling with leads. Some didn’t know how and where to find enough “good ones.” Others were finding them, but not getting enough...
View ArticleYou have to find your own path and your own answers
In many great stories about quests, mystics, and advice, a similar theme can be seen. The better guide is not the one who gives you the answers, but rather the one who shows you the path you need to...
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