Slow down your sales process and you’ll speed up your closing.  One of the big issues I find with salespeople is they race to get to the proposal, to the presentation, to show the customer everything that they can do.  Hold it, slow down!...

What’s the reason the vast majority of prospecting calls really go south quickly?  Picture this: you finally get that prospect on the phone, but you weren’t expecting them to actually answer. What do I say? What do I say?  This causes more...

The big difference between top-performing salespeople and average-performing salespeople… …is how they use their time and how they maximize the day.  If we don’t set ourselves up with a very defined process, the day will define us.  I want...

Supercharge your morning; supercharge your day.  The first 60 minutes in the morning are powerful, and I’m not talking about the first 60 minutes once you arrive at the office, but right when you wake up. Here’s what I’ve found: High achievers...

Too many sales organizations believe that if it can be measured, we might as well have it as a metric.  Or, just because it’s easy to measure,  it’s a metric worth following…false!  I want to go through ten sales metrics for any individual...

Scoring your prospects can help you manage your time. Who is a priority? I challenge you to rate your prospects A, B, C. I’ve created eight questions that will help you do just that.  My top category ‘A’ means they fit my ICP, I can help them,...