Category Archives: sales

Reading List: January 2018

Here are the books I read in January of 2018, along with key learnings and takeaways from each: 1. Sapiens – by Yuval Noah Hurari I’m not usually a big reader of these types of science and history books, but … Continue reading

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My Six Favorite Reads of 2017

The late Charlie “Tremendous” Jones used to say, “You will be the same person in five years as you are today, except for the people you meet and the books you read.” For most, meeting new people is the easy … Continue reading

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10 Lessons I’m Thankful to Have Learned in 2017

When I look back on the year 2017, I’m overwhelmed with a mix of emotions. In a nutshell, 2017 was absolutely nuts. In good ways and bad. For me and my family, this year has been filled with change, gains, … Continue reading

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Salespeople: Do These 4 Things to Build Trust Immediately

Some people are easy to trust. Have you ever noticed that? Upon first meeting them, you just feel they are a trustworthy, upstanding person. And they may prove you wrong later, but initially you feel they are someone you can … Continue reading

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How to Be a True Professional

As a lifelong fan of the San Francisco 49ers, I was just as disappointed as the rest when I saw the news that standout linebacker Navarro Bowman was released by the team two weeks ago. A few years ago, he … Continue reading

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Why Facts Tell and Stories Sell

A few weeks ago I was working with one of my top reps. We had a couple hard meetings with some tough prospects, but over the course of our meetings I watched these prospects go from “I don’t want to … Continue reading

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How to Strengthen a Sales Weak Spot

One of the questions I am often asked is, “What’s the number one skill a sales person needs to possess?”. I used to give all the generic answers, such as “driven, self starter, history of success, resilient, team player, coachable, … Continue reading

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How Parenting Makes You a Better Leader

Jim Rohn used to say, “There is no greater leadership challenge than parenting.” Boy, he was right. The longer I’ve been a parent, and the longer I’ve been in sales leadership, the more I realize the skills you build parenting … Continue reading

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7 Sales Strategies for Getting Calls Returned

If you’ve been in sales for more than a New York minute, you’ve dealt with the frustration of prospects and customers not returning your calls. Probably a thousand times. In today’s world, people are busier than ever, and phone calls … Continue reading

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5 Ways to Stay Connected at Home During Business Travel

Several thousand people travel for work on any given day in the world. I’m right there with them. The travel required for many jobs is taxing – physically, mentally, and emotionally. However, it’s even more taxing on the families of … Continue reading

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