I love being up on stage in front of crowds of eager sales professionals hungry for what works in prospecting. I've recently shared my knowledge at events like Sales 3.0 and AA-ISP, in addition to my customized on-site bootcamps for individual companies. Typically, I spend an hour or [...]
On his recent visit to my studio in Chicago, Jay Jensen and I spent a lot of time lamenting the way that so many sales reps are thrown into their roles with no clear system. As Jay puts it, "We are in the dark! We don't know what's [...]
Jay Jensen is one of those people you just instantly connect with. His warm, folksy manner immediately puts you at ease. Jay visited my studio in Chicago recently, all the way from Sioux Falls, South Dakota. We recorded several videos you'll see in the coming weeks. We talked [...]
Today's SDRs are young and hungry. They expect to be rewarded and promoted, but companies don't always do a good job clearly laying out expectations. What does an SDR need to do to get to that next level? What kind of performance is expected? And, what resources does the [...]
I've observed hundreds of sales organizations in my career, from the brand new hustle of a startup with one rep cranking out calls to the established, complex enterprise sales division with hundreds of sales professionals. I often get asked: "How do other companies excel at sales?" Like a baby [...]
The “golden ratio” has been a mathematical standard since ancient Greece. This simple number (roughly 1.618) has been studied by artists, biologists, architects, musicians, and even financiers. Also referred to as the “Divine Proportion”, this ratio is considered to bring natural balance and visual harmony to design. Many sales managers [...]
One of the most common missteps I see sales professionals make is that they become too focused on the product they’re selling -- features and benefits -- at the expense of language that really speaks to their target customer. Buyers want solutions to problems, not products to buy. When [...]
The Buggles burst onto the music scene in 1979 with their catchy hit Video Killed the Radio Star. The upbeat tempo and catchy chorus made the tune an instant earworm. Its lyrics captured the zeitgeist of reticence toward emerging technology that threatened to upend established entertainment. The Buggles may [...]
Freddie Mercury and David Bowie, two legendary rockers, joined forces in 1981 for Queen’s hit single “Under Pressure”. With its iconic baseline and scat-singing, the song was ranked by Rolling Stone as the second-best collaboration of all time. Pressure, pressure, pressure Pushing down on me Pushing down on you [...]
The year was 1974, long before many of today's rising sales stars were even a twinkle in their parents' eyes. The setting was Kinshasa, Zaire. The heat was sweltering. The humidity exceeded 90 percent. Muhammad Ali, who had been stripped of his world heavyweight title and banned from boxing [...]
