5 Reasons Sales People Fail

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

Sales Profession, We have a Problem

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

Clients Won’t Buy Until They’re Ready

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

What Is Your Escalator Pitch?

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

Find Your Wings!

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

When That Chip Becomes a Boulder

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

Lesson # 8 – Learned from the Juggler in the Park

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