I love January, one of the busiest months of the year for me, lots of workshops, people want to meet, the buzz of optimism everywhere. All this makes it a lot easier to deal with some of the nay-sayers you meet. What brought this on was the number of sales people who respond [...]
Back from Vancouver, the workshops went well, despite the fact that the materials never arrived thanks to a courier company that promised they would be there before I arrive, and as it stands now things may arrive today, after I am back. Great! When I called to find out what happened, no one had [...]
Well you definitely know that the sales year has started in earnest when you have to board your first flight of the year. Like a guitar player who hasn’t played for a few weeks, you have to build up your calluses.
The packing, kissing your wife and kids good bye; finding just the [...]
Recently I have been getting the same question come up during workshops: “How many times should I call a new prospect before I give up?” in reality most say “before we move on”, I hear “before I give up”; this is coming up much more than in the past. The reality is that sales [...]
What ever happened to the thank you note?
I continue to be amazed how a simple thing like a thank you note is overlooked by sales reps and sales organizations these days.
I am currently interviewing sales people to join our organization and I am puzzled by the fact that 9 out of 10 people [...]
