January as a Spectator Sport
I was reading an article that pointed to research showing that 80% of us fail to keep our resolutions by February… the promise of change, the promise of renewal, the promise of hitting our sales targets, the promise of… well does it really matter what the promise is?...
You Can’t Game the System
In a recent post on his blog, Seth Godin compared ‘hacks' and scientific experiments to one another. He explained that hacks are focused only on the outcome of a scenario, while anyone searching for fairness and utility rely on a process. And, that reliable process...
To Pitch or not to Pitch? That is the Question.
The question of whether to teach salespeople a product pitch, or not, comes up consistently, especially in technology and software sales. In fact, many organizations start training new hires with standard product pitches and even have competitions to see who has the...
How To Fall In Love With Prospecting
There are very, very few of us who are born loving to prospect. If you are one of those are prospecting unicorns you may not need to read this (just kidding). If you are in the vast majority of us who tend to view prospecting as our least favorite activity, please...
The Power of Self-Discovery
This photograph was taken in 2011 of my son, JW, and me on the day he learned to ride a bike. It is one of my favorite memories, followed closely by the same moment had with his older siblings 😊. When children are able to master a skill on their own for the very...
Are You Making Statements or Asking Great Questions?
Do you ask questions or make statements? When was the last time you checked yourself or your team members on a call/conversation? One of my favorite lines from a mentor many years ago was “selling ain’t telling bro.” It’s not what we say on a sales call or in a...