Have you ever fallen flat on your conversational back? The person you were speaking with may have: Given short answersNever been truly engagedGotten you quickly off the phone A conversation is an exchange of ideas between people. That means you have…

routine: of a commonplace or repetitious character: ORDINARY In sales, if you’re commonplace and ordinary it’s easy to ignore you. Here are three examples: Hearing or reading about a prospecting message THEN using it without putting your personality into it.Falling into…

With his latest book Leading Growth out now: today I’ve invited Anthony Iannarino to answer the question “Why do some sales organizations produce growth year after year while similarly situated competitors wallow in stagnation, often for years on end?” Here…

I’ve been having a lot of conversations with salespeople and leaders who are thinking about their NEXT success – perhaps because of my August post if the year were pie.Here is my process – use it, modify it, or completely disregard…

Salespeople are like POPCORNapply a little heat and they EXPLODE into something better. Not enough and they stay kernels of potential success. Too much and they burn out.

You have probably heard the Chinese Proverb Give a man a fish andyou feed him for a day.Teach a man to fish andyou feed him for a lifetime. The same is true of objections; copy someone else’s response to a…