When in sales, connections matter, relationships matter, and people matter. So treat them well. Your database of connections is the most valuable asset your business can have. As the saying goes, acquiring a new customer can cost five times more than retaining an existing customer. Not only will they … Read More
As a sales person we have a lot of meetings with potential prospects, clients, and other industry professionals. The best way to ensure success in a meeting is to write more, talk less, and to follow up. Write more. Take … Read More
How the hell do you increase the likelihood of getting your business to the highest possible level? You prepare. I’ve had the fortunate privilege of seeing some of the best in the world present their ideas successfully and sometimes unsuccessfully. … Read More
You need to stand out from your competition. It shouldn’t be that hard as there is a massive difference between good and great. In sales, people show up with the standard sales pitch, “here is what we do,” but that … Read More
In sales, there are two types of stress. The first type of stress is the stress caused by a lack of business or wondering where the next lead or sale will come from. It is stressed caused by scarcity and … Read More
As a salesman, there is a massive temptation for me to be a yes-man but with experience, I am getting better and better at saying no. And sometimes saying no will eventually lead to a yes. A big yes. It … Read More
My journey into sales began with Star Wars. Star Wars action figures to be exact. An excerpt from Hustle: A Guide to the Ethical Art of Selling & Survival. Sales 101 Started When I was Seven I was fortunate to … Read More
Perception isn’t everything, you need to also understand the context behind every moment. When you see the top producer or the sales employee of the month, it is easy to question what they did to get there. In that moment, … Read More
Do you remember your first sale? It’s always important to remember your first. The feeling of closing that deal. The accomplishment and the security of knowing you have a pay cheque coming. Starting in the sales industry with no clients … Read More
When you’re successful in business, you should always give back. But there is more to giving back than just donating money. Give back and share sideways. Share your story and tell others why you give back to a certain cause. … Read More