Sales Management: The One Metric That Matters Most

Greetings from Chicago! I’m here this week presenting at the American Association of Inside Sales Professionals (AA-ISP) Leadership Summit. If you’re attending the Summit, then make sure and say hello to me. And if you’re in the city, then stop by and join the breakout session I’m giving tomorrow, Wednesday, at 4:15 pm in the […]

The Proper Way to Follow Up on a Lead

In my book, Power Phone Scripts, I reveal the secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them. And that means you have to stop ad-libbing […]

Is This a Good Time to Speak?

How do you feel about this opening? People either love it or hate it. Some sales people think it’s a more courteous way of speaking to a new prospect, that it shows respect and separates you from all the other salespeople who are barging in and delivering a monologue. Other people are against using this […]

Cold Calling: Stop Pitching the Gatekeeper

Note on today’s blog post: Due to the many requests I have received for more scripts on selling techniques, I am postponing my series on motivation and awareness. I hope you enjoy today’s cold calling tip. I was talking with a client last week about some of his new employees. He told me that some […]

Why Motivation Isn’t Enough

As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. I had spent a few weeks identifying all the things I could do – that I had the ability and potential to do – if I choose to. And during […]

Knowledge is Power – Or Is It?

The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book? Could […]