The Ghosting Email That Works 90% Of The Time
Every salesperson gets ghosted. What you send next decides whether that door stays open. Here's the problem. A prospect goes quiet after showing interest. Most people either chase them with three more follow-ups or give up and disappear. I can promise you this:...
Two Salespeople. Same Company. Very Different Results.
Two Salespeople. Same Company. Very Different Results. Let me tell you a story about two salespeople. One is called Victoria. The other is Sam. They work for the same company. They've received the same training, have the same manager, put in similar effort, and...
Why Good Businesses Struggle With Sales. (And why that is Actually Good news)
Over the years, I've noticed something interesting. The businesses I enjoy working with most don't usually have a sales problem. They have a sales perception problem. They want more revenue. They want more opportunities. They want their people to have better...
Sales Training Isn’t the Answer.
Your sales issue might be a hiring issue, not a training issue. "We've booked them on another course." "They just need more confidence." "They'll improve once they know the product." Familiar. Logical. Often wrong. I can talk from experience: many businesses invest...
One of the biggest misconceptions: I hear from sales leaders and business owners is this:
“If we hire good people and train them well, sales performance will improve.” Training matters. But it can't replace the underlying Sales DNA that drives consistent results. In my work, I repeatedly see three traits that separate top performers from everyone else: A...
The Sales Technique Nobody Talks About: Let Them Correct You
One of the biggest mistakes salespeople make is asking too many questions. For once, shut up! I know that sounds strange coming from a sales coach. After all, we've all been taught that asking questions is important. And it is. But sometimes the fastest way to...
Every Sale Starts as a Mindset Decision
Many years ago, I was introduced to the book Mindset by Carol Dweck. Looking back, it changed the way I thought about sales and the way I coached salespeople. The truth is this: Selling is a mindset decision before it is a sales decision. Most people think...
You Can Train Sales Skills. You Cannot Easily Train Attitude.
Why do downside thinkers often become the hidden cost inside sales teams? One of the biggest hiring mistakes sales leaders make is assuming skills and attitude are the same thing. They are not. Skills can be trained.Attitudes are far more deeply wired. I work closely...
If I could just……..
Every year, I receive a calendar in the mail from one of my coaches, with whom I have worked for several years. His name is Dan Kennedy. “A calendar, you might say, what they still send out calendars!” A bit old-fashioned, don't you think? I have a phone for that. His...
The Gap Between Sales Expectations and Sales Reality.
Here's what every Sales Manager /Owner expects when they hire someone. Hire well. Train them. They perform. Simple. Logical. Obvious. Here's what actually happens. Good interview. Weak performance. More coaching. Frustration. Sound familiar? EXPECTATIONS VS REALITY...