There’s this little dance we do in sales. Some days we glide forward. On other days, we trip over our own feet. Welcome to the sales cha-cha. Here’s the truth no one likes to say out loud: You are responsible for your…
When Do Goals Become Real? Last week I revisited a classic expert mantra: “State your goals to others because, by verbalizing them, we make them real.” And honestly… I couldn’t let it go. I started wondering:Is that equally true for introverts as…
You already know the drill.You’ve asked a thousand questions.Heard even more answers.Maybe you can finish a prospect’s sentence before they do. But here’s the question I’ve got for you today: Are you still asking like you mean it… and listening like…
Earlier this month, I was in a workshop run by Brynne Tillman of Social Sales Link – I have to give her 100% credit for saying “Random Acts of Cold Calling,” which made me laugh so hard I snorted. Add to…
Alphabet + Math = Sales Success?No, really—stay with me on this one. We all know the alphabet: A B C D E F G H I J K L M N O P Q R S T U V W X…
As I started reading the note from Andrea Waltz & Richard Fenton in Go for NO! The Sequel “one thing that we believe will continue as a grounding principle of success is a willingness to fail.” struck me. They wrote…
When They Say No – The Definitive Guide for Handling Rejection in Sales Way back when, I met Andrea Waltz and was introduced to Go for No!—a book that read more like a parable than the usual “blah blah” sales manual…