Latest Articles
Latest Articles
Push Forth Into December
Tomorrow begins the final month of this difficult year. This leaves three full business weeks to push forth towards our sales goals. What do you need to accomplish over these last three weeks of 2020 to consider it a successful year? Which customers do you want to...
The Power of Gratitude in The Selling Profession
The Power of Gratitude in The Selling Profession I held this piece back until today, so that it gets to you on Thanksgiving. Because for those of us who sell for a living, there is so much to be grateful for. Gratitude is the feeling of conscious appreciation for what...
Your Prospects Are Waiting For Your Call
Some salespeople will look for any excuse to not make their sales calls today, which ultimately means they are letting their competitors call them instead. You will always have the choice. Do you pick up the phone and call then? Or do you let your competitors get...
The Best Way to Start a Monday In Sales Is To Make Calls
The best way to start a Monday in sales is to make calls. Just pick up the phone and start phoning prospects and customers. Don't find other things to do. Don't try to avoid making calls. Don't let yourself get distracted. You will never feel totally ready to call...
Always Ask For The Business
Always ask for the business, or pivot to the next yes. It's not always easy, so here are 10 ways you can do it: 1) Should we write it up? 2) How many would you like? 3) When could you get me a PO? 4) I can get this to you Tuesday or Thursday, which do you prefer? 5)...
90% Of Salespeople Sell Reactively
Most salespeople get stuck in a reactive selling cycle that looks like this: Receive an incoming customer problem Solve the problem Receive another incoming customer problem Solve the problem That continues to happen day in and day out. The problem is, when you're...
There Are No Cold Calls
There are no cold calls. We have all had to adjust to the changing landscape - whether it's less travel for work, or work from home. People want to hear from you. Customers want to hear from you. They want to hear your voice. They want to know that you care.
Being Human Podcast With Richard Atherton
The majority of salespeople don’t want to pay for their own sales training
The majority of salespeople don't want to pay for their own sales training, and this shocked me. I ran a poll last week asking how much salespeople invested in their own training. Some spent $50 - $250 per year. Some spent $250 - $500 per year. Some even spent $500 -...
The Power of Hard Work and Perseverance
I was talking with a close family friend over the weekend as we both marveled at the incredibly opportunities our amazing country offers. As many of you know, I am immigrant, born in the former Soviet Union, and my friend is also from an immigrant family. He said, "In...
