On a recent flight to California I felt this nagging feeling inside of me, whispering to me, guiding me. It’s everything I write about in One Great Goal, so to not listen to “the whispers” would be crazy. For you see, the whispers are always moving us in a specific direction, but we aren’t always […]
Where Are You Being Directed? Read More »
Years ago I was working with a client who seemed really, really stuck. He was giving me all of the reasons why coaching wasn’t working for him and why he couldn’t Sell with Intention. After his rant, I finally stopped him and I asked: “Are you updating your Work in Progress Report regularly”? “What?” he
12 Ways You Might Be Sabotaging Your Sales Success Read More »
A funny thing happened to me recently. A salesperson followed up with me just as they said they would do. And they scheduled the next appointment until I bought their service. Imagine that! And, inside, I was jumping up and down for joy. The truth is, we actually DO want salespeople to call us back.
10 Things Your Prospect Wishes You Knew Read More »
I can now say that I have spoken in front of thousands of sales professionals and entrepreneurs across the United States. As I look back on those many speaking engagements, there are a few questions that I receive regularly after events: #1. How soon should I follow up after I meet someone to set an
Say What? The “When” and the “What to Say” of Following Up Read More »
Recently, a client emailed me after she heard me speak on One Great Goal (based on my second book) and she said something to the effect of, “What does it really take to reach your One Great Goal and your other goals? Do you have any tips on how to stay motivated and keep going?” I
How to REALLY Reach Your One Great Goal this Year: 3 Key Steps You Can Take Right Now Read More »
At the end of 2015, I was coaching a lot of my clients on what they wanted in 2016 and the resounding message was “LESS!” Less work. Less networking. Less speaking. Less. And the flip side was that what they really wanted was MORE. More sales. More money. More time with family and friends. More
7 Strategies to Do Less and Make More in 2016 Read More »
There is nothing I love more than seeing my clients’ dreams form into reality. The interesting thing is that most of my clients decide to work with me because they want to reach their sales goals. Then they quickly realize that there’s so much more to our sales training and coaching programs than they ever
5 Steps to Turn Your 2016 Dream into Reality—While Exceeding Your Sales Goals Read More »
When my career as a sales professional first launched, I distinctly remember how much I hated making sales calls. I don’t like to use the word, “hate,” but I’m just being really honest. I went out and purchased every book I could on sales and selling from Brian Tracy’s “The Psychology of Selling” to Jeffrey
What to Do When You Don’t Want to Make Sales Calls Read More »
Fear. Some say it is “False Evidence Appearing Real.” Well, when you are feeling it, it sure doesn’t feel false, does it? I’ve shared this before. One of my biggest fears in my life was public speaking. Did you know that there’s a term for it? It’s an actual disorder. Yes, it’s glossophobia, which comes
Don’t Stop Believin’: 5 Ways to Get Unstuck in Your Sales Now! Read More »
I love talking about sales and selling. But more than talking about it, I love to see my clients have breakthroughs and “aha” moments. There is nothing better than that. So, this month I decided to dedicate my article to my clients and the gems they discovered for themselves at Sales Camp. I wanted to
Back to Sales School: The Top 10 Sales Tips From Our Clients Read More »
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