Jay Jensen and I discussed what it takes for sales teams to really achieve maturity, and we talked about core components of my Sales Maturity Model, including load balancing, content, and data integrity. In this video clip, we dive in on the fourth aspect of the SMM: coaching [...]
See the Nine Principles of The Sales Cadence methodology in action! In this video, Jay Jensen and I simulate a cold call. You'll notice several key principles in play, including LESS IS MORE. POWER RESPONDS TO POWER LOSE THE SALES STENCH IT'S ALL ABOUT THE CALENDAR Watch the [...]
Continuing our discussion of the Nine Principles of The Sales Cadence methodology, Jay Jensen and I discuss how today's sellers, especially young ones, often lack confidence to take a persuasive, authoritative tone on the phone. Their politeness and deference ultimately lead to a loss of control on the [...]
Attention spans have never been shorter! If you can't grab your prospect's attention in the first few seconds, you're done. At his recent visit to my studio, Jay Jensen and I talked about one of the key principles of The Sales Cadence methodology: LESS IS MORE. Watch the [...]
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 [...]
