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The 3 Question Close

One of the most asked questions I get from salespeople, sales managers, and entrepreneurs is...How do I know when to close? How do I do it without being sleazy?Not knowing when to close is like a gardener not knowing when to pick the tomatoes in...

What's the hardest decision you've had to make as an entrepreneur?

What's the hardest question or decision that you've had to make as an entrepreneur? For me, it was whether or not to invest more in someone who wasn't performing or do I cut my losses midway through the year and maybe I can recoup some of that...

3 Scary Facts About Entrepreneurs and Sales

A while ago, I volunteered for a local event put on by Envision Maine, a non profit organization dedicated to promoting the next economy. The event that I attended was titled “Educating Tomorrow’s Innovators and Entrepreneurs.”

From this event,...

What Salespeople Can Learn From Entrepreneurs

What can salespeople can learn about grit from entrepreneurs?

And what is grit anyway?

Grit is a term that has been made popular by psychologist Angela Duckworth when she explored what made high achieving people successful. But how did they...

What a failed sales hire really costs and how to reduce the risks

It is pretty normal at the beginning of the year for many companies to start hiring salespeople, or to at least start thinking about hiring. When I ask VP of Sales and CEOs what their ideal salesperson is like and what they will need to...

Frozen Pipes and Pipelines

The founder of a SaaS software startup company that I just started working with is located in the same region as I am. Here in the Northeast, the past few weeks have been brutally cold with double-digit sub zero temperatures at night and highs in...

"I don't want to sell!

When someone recently asked me who my favorite shark on Shark Tank was-my answer surprised them when I said Barbara Corcoran.  Maybe it is because her history is a lot like my family history- she was a waitress before her start in real estate. Or...

Why successful salespeople embrace entrepreneurism

This past week I had drinks with a salesperson who had recently started a new position in a company. It was a new type of role for her. Rather than being in a office, she worked remotely and independently. The majority of her internal and...

Time Management Tips for Entrepreneuers

When you are young, time seems endless. As we get older, we start to realize how valuable time really is.

There are plenty of psychological reasons you could infer from this simple observation, and there are many great quotes out there about time...

Who Runs Who? You or Your Business?

My neighbor has a very hyper-active dog. When they first began to try to take it for walks, I often wondered who was walking who. It took some time before they were able to change the dynamic of being the ones who lead the walk, and not the other...