Stack Ranking Stinks
Back in 2018 I made a confession: I think stack ranking your team is stupid. There I came right out and said it (again). Why? two reasons actually… the public reason: the only people who care about ranking are those…
More On Change (from @iannarino Elite Sales Strategies ch 11)
Seriously… have you gotten your own copy of Elite Sales Strategies yet? Quick reminder: these posts are NOT a Cliff Notes version of Anthony Iannarino’s book – rather it’s my inside sales collection of what I was reading. The UpYourTeleSales…
Remember NEXT #LYNNSIGHT
No one likes to be interrupted!Especially when you’ve asked a question.X marks the spot in the conversation where they speak & you pay attention.Take a breath and listen. Want to know something crazy? When I first started thinking of using NEXT…
10 Critical Questions (lifted @iannarino Elite Sales Strategies ch 9)
My entire sales career I’ve fit what Anthony describes as a commodity sales – this doesn’t mean there aren’t differentiators what it means is: “First, every client you call on already ahs a provider for what you sell. Second, most…
24 Minutes… squandered
At the top of the hour, that is when I told myself I’d begin “that thing” I didn’t want to do. Yet at 24 after the hour, I was startled to realize twenty four minutes had been squandered. Now I…
Rest & Relaxation are REQUIRED
To do your best consistently – you must build rest & relaxation into your week! Yes, EVERY Week. NO I’m not kidding.
What’s Bugging You?
Play along with me for a few minutes… Right now, write down all the things that BUG you. You know – the stuff in life and work that make you: roll your eyessigh in exasperationturn a corner to avoidthe annoying…