Selling is a Numbers Game
My sales manager walked through the bullpen one morning chanting “selling is a numbers game and in order to win pick up the phone and [...]
Three Questions Every Gatekeeper Will Ask and What to do?
They just held a gatekeeper rally for over 20,000 gatekeepers in the greater Los Angeles area at the Staples Center. The motivational speakers they had [...]
The More You Prospect the More You Prosper
One morning my sales manager walked into my cubicle with a dictionary in his hand. I was wondering what he was up to. I was [...]
Everyone Has to Eat
I have been calling on corporate executives for the past 36 years, one of the most common objections I get when I ask a prospect [...]
Most Sales People Resist Tracking Their Activity
Having trained and coached over 90,000 sales people. I have learned that many salespeople resist tracking their activity. Here are a few reasons why. • [...]
How to Remember Names Even If You Think You Are Not Good at It
I remember when I went into Tiffany and Company in Beverly Hills, one summer in August. I was with my two kids Matthew and Anna [...]
Don’t Be All Things to All People; Be All Things to a Select Few
When I got my business going, I was a generalist and did work with a lot of different companies in different industries. I took on [...]
A Yes or a No is Better than a Maybe
So, let’s assume you have taken a prospect through your sales process, it has lasted the length your normal sales cycle and they still haven’t [...]
Everyone Has to Eat
I have been calling on corporate executives for the past 36 years, one of the most common objections I get when I ask a prospect [...]
Three Steps to Get Better at Handling Objections
In my first two weeks in sales my manager told me to write down every objection that I got from prospects that blocked me from [...]