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Trust is Built in What Follows
Trust starts with the very first interaction. Before there’s a proposal.Before there’s a yes.Before there’s anything to lose. From the beginning, people are quietly asking a question they rarely say out loud:How can I trust what happens next? Trust isn’t built in a single conversation.It’s built in what consistently follows each promise. It’s built when expectations are met in small, unremarkable ways.When what was said is reflected in what’s done. That’s why consistency matters so much. It’s showing up the same way after the yes as you did before it.It’s doing the ordinary things reliably, not the impressive things occasionally.It’s…
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Helping Decisions Happen
In the last couple of notes, I’ve been sharing about indecision; personally and in the context of stalled deals. What’s…
Indecision is Still a Choice
Last week, I found myself sitting with the question:What’s the one decision I’m not making, right now? Then I listened…
Avoidance vs. Decision
Most of the friction we feel can be attributed to avoidance. There’s usually one decision we already know needs to…
Mastering Inside Sales Leadership
Today is a BIG day for me. It’s the 30th anniversary of my sales career. Which is why I chose…
Unplugging, On Purpose
In all my 30 years in sales, I’ve never taken off at year’s end. You know the drill: push, sprint, chase, forecast,…
What Are You Willing to COMMIT to for Your Success?
Last week, I asked: “What do you need to stop doing to create more success next year?” Now it’s time for the…
What Are You Willing to STOP Doing for Your Success?
It’s that time of year when people are deep into planning next year Before you make your 27-point plan for…
Why Gratitude Makes You a Better Salesperson (and a Better Human)
Giving thanks isn’t about closing, your pipeline, or your numbers. It’s about recognizing the people who’ve helped you become who…
Coach Reps in How to Show Gratitude
If you read last week’s message, salespeople were already challenged to use gratitude in their sales conversations to build real connection…
Gratitude Closes More Than Deals
Real gratitude is about helping the people you work with feel good and expanding how you work together. Not the…
Thanks for Showing Up… Now Let’s Make It Count
You’ve probably heard it already: “Gratitude changes the culture.” Cute. What if you’re leading a team that’s behind on quota,…
A Spooktacular Roundup from UpYourTeleSales
Whether you’re knocking on doors for candy or calling on prospects for deals, Halloween is the perfect season to ask:…