Setting Expectations for Better Sales Conversations

If you listen to any of the productivity experts out there, one of the things that they always mention is to not agree to a meeting without a clear agenda in place. This idea is nothing new; high performers have been doing this since the dawn of time. And yet… So many salespeople don’t really know how to set expectations …

Rituals Replace Motivation

This morning,* I got out of the house very specifically to do one thing and one thing only.  <Write> Typically, I get a lot more writing accomplished in a coffee shop with headphones on than I do at home. Writing and other deep work, (such as process creation, marketing, anything that uses those creative juices and needs effort and attention), …

Pushy Salesmen and Buying Cars

The average person tends to have a natural distrust for salespeople. And, as a salesperson, it sucks. But I get it. My partner, Melisssa, and I were having a conversation about where this distrust started. When she thinks of a stereotypical salesman, (because, aside from makeup and Tupperware, they used to only be men), she thinks of the door-to-door hustlers …

Thriving as an Entrepreneur During the COVID-19 Crisis

We are in the middle of some strange times. We have never been in a situation like this before, so anyone who is telling you what is going to happen is just as unsure as you are. The news is all over the place, with a range from doomsday to dismissive.  For most people, even those that think it’s all …

Stop Wishing for a Hunter

When I am talking with business owners, so many of them tell me the same thing when it comes to sales: “If I could only find a pure hunter, all my problems would be solved.” This idea of hunter and farmer is antiquated and should really be shelved. For good. Here is the deal, you don’t even really want a …

Just Start It

You’ve got a great idea! You’ve been thinking about it for a while, you know it’s something that people will love, and it’s going to be awesome. All you have to do now is get started… I’ll be the first to admit, my biggest hurdle is just getting started.  If you’ve listened to my podcast, (Sales Throwdown), or if you’re …

Don’t Let Your Value Be Decided by Others

When you create and sell websites for a living, (or any creative service tbh), you’re probably going to hear something like the following conversation over and over again.  I told a new prospect what our rates were and they said, “Well, my nephew built my last website for $500. Your prices seem way too high.”  To them, $500 was the …

Your Calendar is Your Friend

You feel like you’re working all the time. But somehow, there is still always more to do. And to make matters worse, you’re not even making the money or have the position that you know you should have. So your productivity is in the toilet and you have nothing to show for it. How does this happen? For me, it …

Knowing When to Quit

I had to do it. I waited way longer than I should have. After agonizing over it, getting talked out of it more than once, and dreading everything about it, I finally sucked up my pride and decided to quit.  *deep breath* To continue the theme of learning from your mistakes, what takes place in this post is from quite …

Learning from Failure

Full unadulterated disclosure, I hate being wrong. It is a loathing etched so deep into my bones that I can’t remember a time when it wasn’t a part of who I am. While most people get embarrassed or don’t like being wrong, I absolutely despise it. To a fault sometimes. And for this blog to make sense, you have to …