LinkedIn Stranger Danger
February 16, 2021
In this hide and seek environment, where customers no longer work in the office, LinkedIn has become a major source for engagement with customers and
Category: The Sales Challenge Blog
Small, Annoying Customers, and a call from Bryan
February 9, 2021
Any sales manager or sales trainer will tell you of the need to focus on your top accounts in your top prospects. Salespeople have Top
The Worst First Impression
February 2, 2021
The first time I saw this approach used, it alarmed me. Last spring, a Branch Manager from a local investment company sent me an email
The Set-Up Day
January 26, 2021
“Not every day can be magically productive, Bill.”That’s what I tell myself at the end of a day where nothing got completed. It’s the last
“I’m Not One of Your Coaching Clients, Dad”
January 19, 2021
Do you have a pity buddy?A pity buddy is someone you can call when you are at your worst and they will simply listen. They
How to Stop Chasing Sales Squirrels
January 12, 2021
Shutting down at the end of the day, we all want that satisfying feeling of a job well done. But “Doing your job” can be
That One Person
January 5, 2021
When Bill and Melinda Gates first started their philanthropic work with schools, they wrote big checks to ensure teachers and students had everything they needed,
Oh, Fudge
December 22, 2020
If one’s movie preferences are measured by the number of times we’ve viewed it, then My Cousin Vinny is in my top 10. When I
Don’t Assume They Know This
December 15, 2020
I got a phone call two weeks ago from my middle daughter, Emma. Emma is doing some postgrad work at Cornell University and was writing
A Lesson in Crazy Confidence
December 8, 2020
On my Short Attention Span Sales video tip yesterday, I talked about a quote from William James, the most prominent American psychologist of the 19th