I read an article that quoted, "In August, the national unemployment rate remained near a 50-year low at 3.7 percent". 96.3% of Americans are working? No wonder it's so hard to find decent salespeople!

OK. So, maybe I'm not too old to:

• learn from someone younger?
• try something new?
• have a greater impact?

My most popular download of all time is My 100 Best Sales Questions. If you don't already have your copy, I'll include a link at the bottom of the page. Right now, let's look at the problem at hand. How can we get our salespeople to ask the right question at the right time? You can do it while coaching 1:1 or in one to many training.

“If you always do what you’ve always done, you’ll always get what you’ve always got.”

― Henry Ford

You may also have heard that Einstein said “Insanity is doing the same thing over and over and expecting different results.”

You may have heard something similar from Tony Robbins, Mark Twain and now me.

Why am I writing about this today? Three reasons...

Yesterday, I sent this email to a client.

Top BDR in the company? Most over goal for the year in the company? Most MRR in a month in the history of the company? Top division in the company for the year? Probation to Promotion?

What a week! I don't even know where to start. Let's start with an article that Mark Roberge socialized.

I wrote How to Fix Your Pipeline in August a few weeks ago. One of my 'sales leader' readers sent me a private comment. While I had his attention, I asked if he thought that I should write on any particular topic. He replied, "generating appointments through a cold calling SDR or BDR team is a common issue these days."

By all means, go read the other article, but get ready because I have several thoughts on cold calls.

Another true story ripped from everyday life.

Another 90 degree day. We have a houseful at the beach.

Elaine asks me, "What should we have for dinner?

Me: "Steak on the barbecue?"

Her: