Why Most Sales Team Meetings Are Awful and How to Fix That

Last week I was in Chicago and San Diego leading sales leadership workshops for two different large companies. We had a blast and it’s energizing seeing sales managers get refocused and recharged. What I always find intriguing is how interested managers are in one particular topic: help with upgrading their sales team meetings. It’s almost […]

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  • Mike
  • June 12, 2017

Salespeople Should Never Answer This Question

Politicians typically are not great examples for us. But the one area where skilled politicians continually impress me is in their ability to deftly answer a different question than the one they’re asked. In many cases, it’s not that they are avoiding the question, but that they are intentionally focused on communicating a particular message to the […]

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  • Mike
  • May 27, 2017

Pre-Summer Sales Management Checklist

Happy almost summer! Things are feeling just about right around here. My oldest is home from Butler and today starts his first internship. My daughter returns later this week from completing her first year in Kansas State’s grueling architecture program, and my high school junior had his banquet/prom this weekend. Last night we grilled out on the patio with […]

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  • Mike
  • May 8, 2017

Be Wary of Sales Experts and NFL Draft Experts Spouting Opinions

In case you’re not a sports fan, haven’t turned on ESPN lately, or seen a sports page, tomorrow is the NFL Draft. The hype is close to unbearable. And laughably, so is the pathetic track record of the supposed experts telling us who’s the next surefire superstar. (The image above is comedian Frank Caliendo impersonating ESPN NFL […]

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  • Mike
  • April 26, 2017

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 […]

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  • 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 […]

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  • 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 […]

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  • 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 […]

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  • 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. […]

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  • Mike
  • October 3, 2016
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