Where was the internet in 1991?

Odd title, I know, but it will make sense after I share this story.

continue reading

Sales Discounts - Who, What, Where, When, Why and How?

Scenario #1

In July of 2009, one of my favorite clients, Rob, enrolled his sales guy, Jay in group training. Jay had some prior success in sales, but was far from a rock star and his evaluation indicated that although we found areas that he could improve significantly, he felt that he was pretty darn perfect and didn't need our help. (Eventually, Rob and  Jay parted ways.)

continue reading

Recycling ABL

I agreed to do some group coaching. The way that it works is I schedule a 60 minute call and share the GTM link. 20+ salespeople join the call. 4-6 of those salespeople will submit an agenda that we will role play and work on for 10-15 minutes with everybody else listening. This past week, somebody asked what to do when somebody wasn't excited that you called (or worse). So, I role played the situation with me being the salesperson and him being the prospect. During the role play, I asked (in role), "Do you want me just to go away?" and we wrapped it up.

continue reading

Articles and Conversations on Sales and Selling - October 2013

Pete Caputa once advised me to spend one third of my blogging time reading oth er blogs, one third of my blogging time commenting on other blogs and one third of my blogging time writing on my own blog. Lately, I've added another third. (Can I do that?) I've been writing for other blogs and publications. At first, it was seldom, but it's been happening so frequently lately, that it's cut into my writing for my own blog time. (I guess I couldn't add another third.) In case you're interested, this is where I've been recently.

continue reading

#FF - Fun Friday Post - Sales Lessons from Golf

1. A husband and wife are on the 9th green when suddenly she collapses from a heart attack! "Help me dear," she groans to her husband. The husband calls 911 on his cell phone, talks for a few minutes, picks up his putter, and lines up his putt. His wife raises her head off the green and stares at him. "I'm dying here and you're putting?" "Don't worry dear," says the husband calmly, "they found a doctor on the second hole and he's coming to you. "Well, how long will it take for him to get here?" she asks feebly. "No time at all," says her husband. "Everybody's already agreed to let him play through."

continue reading

Topics: sales coach, sales coaching, Free Sales Coaching

About this blog

This blog is for, by and about
Sales Rock Stars,
RainMakers,
Entrepreneurs
(and/or those that strive to be)

Tell me about the 30 Day Jump Start

Inbound Way to Use LinkedInUpdated for 2015

 

My 100 Best Sales Questions
.

Subscribe to Email Updates