This was a game-changer for me. The subtitle of the book—The disciplined pursuit of less—says it all. This is not a business book and definitely not a sales book, but it will help you with both. The author provides a fascinating way to filter through new opportunities (see page 110).
No! No! No! If your phone rings, you can choose to pick it up or you can choose to let it go to voicemail. If you are in the middle of a project and you answer a call, it’s not the customer who interrupted you. You made the conscious choice to be interrupted. Don’t blame […]
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Good morning! Every once in a while, I crank out either a sales tip or a blog that might seem repetitive to frequent readers. I’m not being lazy. It’s just that the calendar lines up perfectly sometimes and I think there is value in making a salient point a second or third or fourth time. […]
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Good Morning! My brother and I realized that despite the fact we live less than an hour apart, we had not seen each other since the end of December when his youngest son got married in Boston. In addition, he had not checked out my new digs. To remedy that, he called and promised to […]
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Good Morning!As I have alluded to over the past few months, I’ve been taking guitar lessons with my daughter, Emma, via zoom. Very quickly, I realized the direct correlation between that experience and the coaching that I do with my sales reps and selling owners. This is the third of three lessons that tie the […]
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Good Morning! As I have alluded to over the past few months, I’ve been taking guitar lessons with my daughter, Emma, via zoom. Very quickly, I realized the direct correlation between that experience and the coaching that I do with my sales reps and selling owners. Last week, this week and next, I’d like to […]
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Good morning! The strangest sales summer on record is three weeks away from being over and I wanted to talk to you about making some plans for the weeks and months ahead… As I do every year, later this month I will be telling you the three most important prospecting months of the year are […]
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Good morning! I had a rare opportunity recently: I found myself in the car alone for six hours. Deciding 6 months was too long between daddy/daughter visits, I drove out to Cornell University to visit Emma and her wife, Alex. My first thought as I hit the highway was, “When is the last time I […]
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One of my favorite questions to ask a coaching client trying to grow their sales volume— as well as myself— is, “What is the best use of your time?” Sometimes I will turn it around and ask a different version: “Is this really the best use of your time?” when I am trying to spot […]
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Good morning! No one is really sure what things will look like when the world starts spinning again. For example, will salespeople work from home or head back to the office? For some of us— myself included— the coronavirus crisis has changed very little of my work life. I still work from home, just as […]
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