notepad with pen on brown wood table background

Note To Sales People in 2017 — It’s Time To Up Your Game

  If you’re a sales person and you give a shit about your clients, your personal development, your career, and your company, then I have a message for you. It’s 2017, and we’re failing our customers, prospects, the companies we work for and ourselves. In the past 15 years, there have been crazy advancements in the area of sales tools, from CRM’s that do just about everything except your laundry to data or insights applications that

Why People Buy

Hey Salespeople: If This Isn’t In Your CRM, You’re In Trouble

If you’re a salesperson, take a look at all the opportunities in your CRM. If you’re a sales manager, or the CRO, or even the CEO, go look at the opportunities your salespeople have put in the CRM. Comb through each opportunity, look at the notes, next steps, past emails…look through the entire thing. I bet you can’t find it. I bet 90% of the opportunities you look through don’t have it and that “it”

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A New Framework to Drive More Sales

Today I did a BrightTALK presentation for the Sales Xpert Channel. I talked about what I call “Gap Selling” or “Selling to the Gap” Selling to the Gap is based on the concept that when people buy, there is a “gap” between where they are today and where they want to go, and it’s this gap that drives the value and probability of closing the deal. Selling to the gap is a simple process that


22 Crazy Sales Tips and Hacks That Actually Work

  If great sales people are anything, they are resourceful. They create unique hacks to do their job better, to get a competitive edge. They’re always looking for something that will allow them to do what everyone else is doing better. Good sales hacks aren’t cheap shortcuts, but rather creative ways to do the work and improve the results. I’ve seen all kinds of crazy hacks in my day and when it comes to sales tips


Why The Perfect Sales Demo Never Includes the Word “If.”

Do you want a telltale sign that your demos aren’t very good? Listen to how many times you say “if.” Every time you say “if” deduct 10 points. If you collect 20 or more points, you’re doing a terrible job. That’s how bad it is if you’re using if more than once in your demos. I’m sure many of you are wondering, what does saying “if” have to do with delivering a good demo. Let

How To Close In The 21st Century

For years we’ve looked at “closing” as a thing you do to someone. We’ve looked at it like an event that happens at the end of the sales cycle. Here’s the problem with that.  It doesn’t work.  If you’re trying to “close” someone at the end of the sales process, if you’re treating the close like an event your not selling and you’re not in a good sales place. Closing is not something you do


It’s Not About You – Washing Off the Slimy Feeling of Sales

  Sales isn’t something you do to someone. It’s something you do for someone. Everything changes when we put the customer first. When their problems, issues, challenges become our primary focus, we stop doing something to our prospects and start doing something for them. That something . . . Is fixing a broken system, it’s finding more money for capital improvements, that something is helping them compete better, that something is helping them deliver more

not listening

The Problem with Passionate Conviction

You have to be passionate to sell. You have to have conviction to sell what you sell. The problem happens when the passionate conviction takes over. A good friend asked me to meet someone about a new business venture they were involved in. Reluctantly (I get a lot of these requests), I looked at his website, and did a little research and agreed. We had a 30 minute phone conversation. This person was passionate and convicted

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That Moment When

That moment when . . . I noticed the beautiful little girl, with giant blue eyes, and ghost white hair. She had a younger sister that looked just like her sitting quietly on her dad’s chest in a chest carrier.   However, unlike her sister, she was anything but quiet.  Standing between her mom’s legs, this little girl was unhappy.  I could see the independent streak in this little firecracker. Not a day older than