Self-doubt, Stuttering and Fear of Failure are Close Friends of Mine My insecurities often clouded my self-perception resulting in impenetrable walls of anxiety. My brain is consumed at times replaying my gaffes and failures while pondering “what if”. What if I did more research, asked more questions, sought out more people, worked harder, didn’t […]
How Exercise Impacted my Sales Career Read More »
People want to be understood, which is why observing Pareto’s Principle (i.e., the 80/20 rule) is critical to your sales meetings. It’s your job as a salesperson to discover how you can help them. The only way to do this is through comfortable discourse where 80 percent of the conversation should be your customer answering
Talking is Not Selling Read More »
An Uncomfortable Meeting Kickoff Picture this; We’re in a pivotal meeting with our prospective client. Executives from business and technology are present. The meeting is already 10 minutes late (do corporate meetings ever start on time?) and everyone’s finally settled into their seats. Our team’s salesman kicks off the presentation. His opening comments
The Sales Quarterback Read More »
Several years ago, I had an illuminating moment that helped shape the course of my career while attending a sales kickoff event. A professional speaker was doing an unremarkable job of telling his remarkable story of using the few dollars in his pocket to build a small company into a very successful and thriving business.
A Bad Plan is Better than No Plan Read More »
