How Your Attachments Hurt Sales Conversations

We, as humans, have trouble letting go of things.  We still think about a favorite toy from childhood from time to time. We still miss an ex from years ago occasionally, or even just wonder what they’re doing long after they’ve probably forgotten about us. For the majority of us, we hold on to the things that are or have …

Preparation is Better Than Luck in Sales

One of my favorite sayings is, “Luck favors the prepared.” I played poker for a long time, both for fun and professionally. And sure, there’s luck involved. But it’s more about statistics and psychology than the “luck of the draw.” That’s why being prepared by knowing the math, learning about people’s typical actions and tells, and things like that are …

Why You Should Always Go for the No

In one of my earlier posts about the differences between having a Limitation vs Abundance Mindset, I opened a can of worms on another subject that can be quite divided and difficult to wrap your head around. I talked about ‘going for the no.’ If you’ve never heard of it, (I always assume people have, but I’m probably wrong), you …

How My COVID Beard Made Me a Better Person

Obviously, 2020 has sucked so far.  And while I haven’t had it nearly as bad as others, I’ve struggled too. But these struggles have led to some eye-opening realizations about myself, so there’s been some major silver lining for me.  Which leads me to my brand new beard. This may not seem like a big deal to most people, but …

Get Your Time Back Through Delegation

Let’s face it, us entrepreneurs are classic time abusers.  We were able to start a company, get it up and running, and (hopefully!) turn a profit. And many of us did it pretty much on our own.  So we just keep doing stuff on our own. But you know what, we waste so much time this way! We get lost …

Commission-only Pay Structures Suck

In my business, I talk to a lot of sales managers and business owners, and a fair amount of salespeople. One of the things I am always interested in is how they, (or the company they work for), hire salespeople and what their expectations are for their sales team.   One of the things that is discussed over and over again …

What Makes a Great Sales Manager?

While talking to a friend of mine about our usual stuff, (mostly accountability check-ins), we shifted to talking about sales managers.  I don’t even remember how we got on the subject, but it turns out that we had pretty different ideas of how a sales manager becomes successful.   His concern was that his sales manager was always out of the …

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 …

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 …