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

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

Telephone Prospecting Tips #2: The Importance of Voice Tone / Giving Away 52 Copies of Sales Management. Simplified.

In the first article of this series we covered how our attitude and mindset toward the phone and prospecting affect our performance. Today I want to tackle the first critical factor after we get our minds right and actually pick up the phone: voice tone. How you sound matters. A lot. Many of you may […]

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  • Mike
  • October 24, 2016

Telephone Prospecting Tips Article #1: Getting the Right Mindset and Attitude

Prospecting is back! Who would’ve thought that good ole traditional prospecting and picking up the phone to proactively call (and interrupt) prospects (without permission) would become so popular again? Heck, for all the abuse and lies heaped upon prospecting and prospectors the past five years, I’m surprised that we even have phones anymore let alone […]

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  • Mike
  • October 12, 2016

I’m Delivering Strong Words and Powerful Tips for Execs and Sales Managers at Inbound Sales Day

Yes, I’m speaking as part of HubSpot’s fantastic lineup for INBOUND SALES DAY – this Wednesday. And you are right that this is an unusual appearance for me. I typically decline when invited to participate in events featuring a long list of sales gurus, and you are correct in thinking that I’m known more as a […]

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  • Mike
  • September 12, 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 […]

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  • 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 […]

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  • Mike
  • August 1, 2016
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