Don’t overthink it. They are either wet, hungry or tired. It’s been a few years since I’ve taken care of a baby. I’ve raised three of my own, but they are 17, 15 and 10 now. However, the other day I used this analogy of “new parents and a crying baby” with some colleagues whoCONTINUE READING
How often do you get it right when hiring a new sales professional? I’ve been thinking about this a lot lately as the company I’m working with has been hiring sales people. In talking with friends throughout the industry—several of whom run some of the largest sales organizations as well as some fast-growing startups—the bestCONTINUE READING
“He can sell ice to an Eskimo.” It’s a classic expression used to describe someone who can sell anything to anyone. It highlights the gift of persuasion. Someone used it recently to describe one of my salespeople—and I cringed. I understand it was meant to be a compliment and being persuasive is a crucial skillCONTINUE READING
Congratulations! You just landed a new position in sales. Maybe you’re with a new company, or maybe you transferred into a different division within the same company. It’s time to ramp up, and the learning curve is steep. The clock’s ticking and time is not your friend. Your manager might tell you to “ease into theCONTINUE READING
I have stumbled upon a staggering observation. In talking with sales people from various companies across all different industries, I estimate that 70–80% of sales people fail to meet their sales targets in year one. Is this happening in your organization? This dynamic leads to a whirlwind of employee turnover and lost value for everyone.CONTINUE READING
How often does a sale get “stuck” at the 11th hour? Even the most talented sales professionals miscalculate a critical step in the client’s buying process and/or misread a buying signal. Unfortunately, this happens far too frequently. So what can you do? I’ve seen all types of strategies aimed at getting clients to sign on the dottedCONTINUE READING
You’re in an elevator with a prospective client. In 2 minutes or less, explain your business. We’ve all practiced this scenario. Well, the days of the elevator ride are over. It’s hard enough to identify the right buyer in the enterprise, let alone to get face-time with her/him. When we finally do get in frontCONTINUE READING
Do something you’re good at and the rest will take care of itself. I’ve been selling things since the 3rd grade, but I got my first “professional” sales job during my senior year in college. I recruited and placed IT professionals from my dorm room at LaSalle University. I was pretty good and had someCONTINUE READING
Expect a lot of football chatter this week leading up the NFL draft on Thursday. Will the Jets take Baker Mayfield with the 3rd pick? What an amazing underdog story—from “walk on” to one of the most decorated college football players in history. I was half listening to a debate on ESPN about Mayfield whenCONTINUE READING
Last week Dee and I celebrated our 10-year anniversary together. We spent the day in Philadelphia—the city where we first met. While strolling through Rittenhouse Square Park, we had a memorable encounter with a man who inspired lesson #8. It’s a simple lesson in finding the strength to push through the obstacles that life throwsCONTINUE READING
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