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We often come to our clients carrying a bias towards our existing solutions that prevent us from getting a full and complete view of the outcome they need. A better way to diagnose your dream client’s organization is to remove the filters your solutions create and view their needed outcomes from their side of the table, using their outcomes as the filter through which to view our solutions Read More

It took me just over a year to realize I was being coached. That’s how good Bob Barham was. His was the best coaching/learning model I’ve ever seen, and it’s absurdly easy to do Read More

Many salespeople fear silence during face-to-face selling interactions. If the conversation gets silent for too long, the typical salesperson pummels that divine silence with words, often in the form of gibberish, repeating what has already been said, or inane questions such as "Are there any questions I could answer? Read More

I support large sales organizations trying to get the most out of generally very talented people. Unfortunately, many of these people don’t believe it. Or have forgotten it along the way. And it all comes out in a flurry of reasons why I can’t.

Now I’m not a mindless follower of the think yourself rich cult, but I do know (as my Dad often said) “Can’t Never Did Anything. Read More

In meeting your individual sales activity goals, it is easy to call on prospects who are willing to give you their time. But this report fodder does nothing to generate results for you, for your company, or for these prospects. Salespeople are better served by focusing their time and attention on Dream Clients, the companies for whom they can create tremendous, game-changing results. These points will help you to tell them apart Read More

So, your company isn’t helping you generate quality leads? I bet they bought you a list of thousands of leads, dumped them into a database, and said, “Go to work.” …and there you are “dialing for dollars,” making hundreds of calls hoping someone will answer the phone… and when they do, you enthusiastically ask for the name you have on your list and hear, “Who? That person hasn’t worked here for six years.”

That’s not a great way to build credibility… is it?

You go to your boss and ask for help. You say, “I’m willing to crank the phones, but I need better leads,” and you hear, “Stop being negative, that’s just how it is in sales.”

It’s time to take matters into your own hands! Step away from the phones for just one day and take the following three actions Read More

This is a story about what one of my client CEOs just did that turned into a big time home run. Talk about customer focus Read More

Your dream client can buy from many salespeople. Why should they buy from you? The first—and most important sale—is selling yourself. Your dream client has to buy that you are someone worth spending their time, that you have the ability to make a difference, that you are worth presenting to their team, and that you can and will deliver what you promise. You are the solution Read More

Coming up with good content on a consistent basis is hard work. Work that some can do and some can't. If you can' you have two options, partner and give credit where it is due; or you can steal it from others like some do. Please don't steal Read More

Your competitors are arming themselves with the best tools they can in order to beat you. In order to effectively compete and win, you have to arm yourself with the best tools that you possibly can, including your own personal development, your own professional development, your own sales process, and your own proof providers (among other things) Read More