Latest Articles
Latest Articles
The Best Salespeople Are The Best Listeners
A lot of people I talk to tell me that as long as someone can "talk the talk," then they'll be good at sales. This couldn't be further from the truth though. The best salespeople are actually much better listeners than they are talkers. It's one of the most important...
Perseverance Is Twice As Important To Success As Talent Is
Perseverance is twice as important to success as talent is. The great psychologist Martin Seligman found this in his research. It's why less talented salespeople often out-perform more talented ones. - They don't give up. - They keep trying. - They call again. - They...
Why Making Calls First Will Help You Sell More Now
Making calls first will help you sell more, it's all about eating your frog first thing in the morning... What do I mean by that? Mark Twain once said: "Eat a frog first thing in the morning and nothing worse will happen to you the rest of the day". I discussed this...
Handwritten Notes Make You Memorable
When was the last time you received a handwritten note in the mail? Think back to that time. Think back to the person who wrote you the note. Most people can pinpoint the exact moment they received a note in the mail. It's rare - especially Now. We are all in front of...
Have Faith In Your Awesome Ability To Help People
In my four-part podcast conversation with my friend Jeb Blount — author of some of the most important books in the sales profession — we spent time talking about the fascinating and important topic of faith in sales. We weren’t talking about religious faith, but faith...
The Power of Faith in Sales Work
In my four-part podcast conversation with my friend Jeb Blount — author of some of the most important books in the sales profession — we spent time talking about the fascinating and important topic of faith in sales. You can hear that portion of the conversation here,...
Who Will Get Us Out Of This?
Who will get us out of these difficult times, to a great extent? More than most people, who will improve the situation at your company? More than nearly everyone, whose work will increase production, output, and revenue? Who will play a huge role in bringing so many...
Yes, You Should Leave A Voicemail
Making proactive calls when nothing is wrong is incredibly important -- you're going to be the only one doing it. You might ask what if they don't pick up -- should you leave a voicemail? Yes, you absolutely should leave a voicemail. In Chapter 15 of my new book, I...
Should Salespeople Leave Voicemails?
Over the weekend, I ran a poll over on LinkedIn. It asked the question, "Should salespeople leave voicemails on their sales calls?" The poll was open for 24 hours, and has nearly 10,000 views. There were 664 votes made. Nearly 70% voted yes. Which means 207...
Your Competition Doesn’t Put In The Work
Here is your competition: Yesterday, a salesperson emailed me for the fourth consecutive time without a response from me, writing "so are you interested, because I'm going to keep emailing if I don't hear from you." Last week, a Linkedin spammer wrote in...