Super Bowl Weekend Brain Super Food

It’s a pretty good bet that your Super Bowl spread won’t be as healthy what’s pictured above! And if you’re in sales, whether as an executive, sales manager, or individual producer, it’s also a safe bet that there are higher-value uses of your time on Sunday than watching seven hours of pre-game shows. Hence, the timing […]

Continue reading
  • Mike
  • February 4, 2017

Some of My Best Blunt Thoughts on Sales Culture (Podcast)

Consider this a belated New Year greeting my friends and followers. Hard to believe we’re four weeks into the year! Hope you’ve had an outstanding and highly productive January. My biggest challenge has been trying to remember where I parked in the airport garage and what hotel room I’m in from night night as the month […]

Continue reading
  • Mike
  • January 27, 2017

My Year-End Promises, Politics?!?! and a Very Powerful Podcast

Happy Last Business Day of the Year! The week between Christmas and New Year’s is always a bit odd. We bounce between celebrating important religious holidays, visiting with family and friends, sprinting to close deals to finish the year strong, wrapping up year-end financial matters, and reflecting both on the year that was and the year to […]

Continue reading
  • Mike
  • December 30, 2016

Telephone Prospecting Tips Article #4: Anticipate the First “No” and Be Prepared to Push Past It

I’ve got bad news and good news about your prospecting call. The bad news is that, most of the time, regardless of how well you’ve done in the early stages of the prospecting phone call (right mindset, good voice tone, great start, and compelling, customer-issue-centered, value-dripping mini statement), it’s highly likely that the first request […]

Continue reading
  • Mike
  • December 14, 2016

Isn’t It Easier and More Effective When We SELL WITH A STORY?

I asked renowned storytelling expert Paul Smith to sit down with me for a brief video interview because I wanted my audience to benefit from his research and tips on storytelling. You know how strongly I advocate working on your “sales story,” and no one has more data and ideas for how to effectively deploy stories than Paul. […]

Continue reading
  • Mike
  • October 3, 2016

Is Your Sales Story (Messaging) Compelling or Repelling?

An effective sales story (or messaging) changes everything. And I mean everything. Your “story” is your most critical sales weapon partly because your “story” ends up in all of your other weapons. Think about it. Your LinkedIn profile has elements of your story. Your prospecting emails and proactive phone calls use pieces from your story. […]

Continue reading
  • Mike
  • August 25, 2016

8 Ugly Reasons Sales Calls Derail

Salespeople are often sloppy, particularly when it comes to structuring and conducting initial/discovery sales calls. What’s perplexing is how many sellers simply take for these hard-earned customer/prospect meetings for granted. Today, it takes so much effort and energy to secure a meeting with a key prospect, yet salespeople don’t prep or plan anywhere near as much […]

Continue reading
  • Mike
  • August 16, 2016

I am Declaring My Candidacy for President of the United States

Before getting started, let me reiterate my policy: I don’t do politics in business. I don’t promote political parties, ideologies, or candidates. As hard as it’s been to restrain myself the past few weeks during both the Democratic and Republican conventions, I don’t share my political opinions and have refrained my tweeting editorial thoughts. I’ve […]

Continue reading
  • Mike
  • August 1, 2016
1 2 3 10