by chris | Mar 2, 2018 | Sales Leadership, Sales Process
Three people reached out to me in the last few days and each one shared a common problem. Each person felt that due to problems they’ve had in the past in sales, they would never be successful in the future. Each person was quite serious in their phone call or...
by chris | Feb 23, 2018 | Sales Leadership, Sales Process
This was another “traveling apocalypse” week. To make matters worse, this was the third one I’ve had already in 2018. What began as a well planned week covering engagements in 3 cities — Baltimore, Dallas and Los Angeles — turned...
by chris | Feb 16, 2018 | Sales Leadership, Sales Process
Nearly every week, I’m somewhere speaking to an audience of salespeople and leaders. People are always interested in my background and how I wound up doing what I’m doing. They’re also quick to say how it is obvious I thoroughly enjoy what I do and...
by chris | Feb 9, 2018 | Sales Leadership, Sales Process
The Winter Olympics are now underway and each of the athletes share more than a few things in common, but one major item is each one is willing to be held accountable by someone else. It might be a coach, trainer or a person with another role, but the fact is nobody...
by chris | Jan 26, 2018 | Sales Leadership, Sales Process, Sales Prospecting
How many times have you seen somebody fret and stew about needing to make a call? For one reason or another, they feel the more they stew, fret and worry about having to make the call, it will somehow be easier to make. Leaders, on the other hand, do not delay in...