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Why We Need a Sales Battle Plan
May 30, 2017As a society, we aren't great project managers. Yet business development is typically a 3-12 month project. When you match a long term project with limited project management skills, you have a…
On Forbes.com – Are You Losing Sales Because Prospects See You As Too Risky?
May 23, 2017You just presented your proposal in person. It was a great meeting. The prospect agreed your proposal was innovative and a great fit for the organization. You worked very hard to earn this business…
On Forbes.com – When Prospects Go Radio Silent: Creating Urgency Vs. Facing The Commodity Buyer
April 28, 2017Published on Forbes.com You just left a first sales call. You didn’t walk out, you floated out. The meeting was fantastic. The chemistry? Unbelievable. You couldn’t wait to…
The Salesperson as Chemist – Breaking the Bonds of Incumbency
April 22, 2017 Personal The Offer The Company You target an important prospect, assertively conceive and execute a sales campaign for years, without any.…
Welcome to Urgency Based Selling
December 21, 2016Introduction to Urgency Based Selling (Keynote Video, 7:30)
Urgency Based Insights
December 11, 2016Are you Training the Right Salespeople? (0:55) Getting Civilized: Rocky (1:26) Heroic Selling: Facing the Unknown (1:36) If You Use Your Best Efforts, You’ll Fail 100% of the Time (1:11) &…
The Lighter Side
December 10, 2016Balanced Sales Presentation - with Magic! (2:46)
Andy Gole: Mr. Miyagi of Sales Training (3:54)
If Sales Increase 20% Over a 4-Month Period… (1:19)
Rescuing the Non-Compliant Salesperson. A Trek in from the Wilderness
May 1, 2015Rescuing the Toxic Salesperson 1. Why the Problem Exists In general, managers are often reluctant to challenge non-compliant employees.This is especially so when the employee is a relatively high…
The Limits to Grit – Avoiding Atlas’s Fate
April 1, 2015Why can it take so long to form a new business relationship? In general, great salespeople are persistent. We celebrate “grit” in a salesperson. Most business people are familiar with…
The Leads Suck
January 1, 2015“The leads suck.” “That lead is a dog.” These are common refrains from salespeople receiving company-supplied leads.Yet all too many salespeople wholly rely on company…