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How Do You Handle The Constant “No’s”?

How do you handle the constant “No’s” that you're going to get at every step of your sales career? I have three ways that I handle it. I call it the “Expect, Accept & Deflect.

Are you a victim...of your habits?

So what does it mean to be a victim of your habits? Well, it's kind of like when you just lost a whole bunch of weight. And then one day you step on the scale, only to realize that somehow 17 pounds just magically appeared.

When Your Confidence Is Shaken...Do This.

One of the things that I love about my work is that I get to work with every level of the sales organization-  from the frontline BDR to the president of the company. And not only sales organizations, but also self-employed and small business owners...

Asking For Pain In Sales Conversations

Okay, super quick coaching tip for y'all. Have you ever wondered why our buyers recoil from us? Perhaps it is because we are so often told in sales that it is our job to dig for, discover, and uncover the pain. Then we become so laser-focused on the...

Sounding More Like a Human Than Your Email Sequences Do

We have to make sure that we're focused on sounding more like a human than our email sequences do. This kind of goes along with the thinking that you have to be able to add more value to the conversation than Google or your website does.

What to say when they actually answer the phone

I was sitting here in my kitchen thinking about what is my afternoon snack going to be and what my coaching takeaway of the day going to be?

How do you close out your year strong when you're stretched thin for time?

A lot of people I talk to don't believe that you can generate a lot of new business in the last few weeks of the year, but I would challenge you in that belief. Because a lot of times it's really just a matter of understanding what are the symptoms...

How many emails & phone calls should you be doing in an hour in order to reach your goals?

This is a question that I just got asked on a coaching call from a new business development rep, who was way down on their leaderboard and freaking out because there was a huge gap between where they were and where their top performers were.

What sales can learn from 11 years of marriage

It's that time of year when sales executives and salespeople are re-examining their strategies- what worked and what didn't?

Unfortunately, I have talked with more than a few that are re-examining their job prospects because things didn't work out...

When does the close start?

Ok, before you read on, answer the question for yourself. When does the close start in your sales process?