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Courage isn’t the absence of fear
Being afraid doesn’t make you weak. It makes you human. What matters is what you do next. My dad taught me that courage isn’t about being fearless. It’s about facing fear and choosing to move anyway. That lesson stuck with me.It shaped how I show up in sales, in life, in everything. Here’s what I’ve learned about fear: Some fear is legit. Some just need a closer look. Some become a habit. Some get blown way out of proportion. And a lot of it? We borrow from other people’s stories.If we let fear run the show, we freeze… or fight… or run. And…
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Spotlight on Lee Saltz
For years, I’ve said a real conversation is an exchange of ideas between people. Unfortunately, most “first meetings” in sales aren’t…
Being Direct, Without Being a Bulldozer
Honest and direct conversations close deals. Bulldozing shuts people down. Being direct isn’t about volume or force; it’s about clarity with care. Here are…
You’re Good, But Are You Still Learning?
Salespeople (even the great ones) can slip into “I already know this” mode. I’ve heard it in training classes I’ve taught. You’ve probably…
The Skill of Letting Silence Work for You
If you want your prospect to really share, you have to stop talking, let them think, and listen. Letting silence sit isn’t…
Curiosity Didn’t Kill the Sale. It Sparked It!
You’ve probably heard the saying “Curiosity killed the cat.” I grew up with my grandmother adding her own twist: “…but satisfaction brought…
Summer Delays & Process Conversations
Summertime is the perfect time to talk about PROCESS, your customer’s purchasing process! Right now you (if you’re a leader…
One Habit, One Focus, One Win
Here we are, wrapping up July and our Mid-Year Momentum series.If you’ve been following along, we’ve talked about resetting, refocusing, and recharging. We’ve…
Simple Ways to Boost Your Sales Energy Today
Let’s talk about energy, your sales energy, to be precise. We often think of recharging as something we do after…
Let’s Build Serious Mid-Year Momentum
I’ve been thinking a lot about momentum lately; how we find it, how we build it, and most importantly, how…
Your Reset Button for the Rest of 2025
Can you believe we’re already halfway through 2025? It’s the perfect moment to hit the reset button and set the stage for…
Priority List vs. To-Do List Reminder (to myself)
There’s an important distinction between a Priority List and a To-Do List. One that too many inside salespeople and leaders…
What do YOU want?
Over the years, I’ve talked a lot about making sure you define what success looks like for yourself. Based on…