Combined,  over the last 30+ years, I’ve watched and made hundreds of sales presentations. Here’s the most important thing I’ve learned: the best presentation wins, not necessarily the best solution.    There’s just not enough time built into the decision-making process for the proper amount of due diligence. Plus, study after study has been proven…

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The amount of information we receive daily is staggering. We now consume the equivalent of 174 newspapers a day, over four times more than in the late ‘80s. Marketing experts will tell you we receive anywhere from 3,000 to 10,000 messages or ads each day. And not only are we barraged with massive amounts of…

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Have you ever been completely bored by a presentation, zoned out as someone drones on and on? Or thought, “Why are they telling me this? Like I care about ____…” Have you noticed someone’s eyes glazing over as you’re telling a story, making a pitch, or coaching them? We’ve all played both roles in this…

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Should we be selling in the middle of a pandemic? That’s the growing debate in the sales community. Some sales pundits think “no” while others disagree. I think they are both right.  The correct answer to the “should you sell during COVID-19 crisis” question all depends on your answer to a different question: What is…

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To my fellow CEO, Owners, Sales & Learning Leaders,  I’ve been at helm of my own enterprise since 1996 and this is my 4th economic shut down: Y2K, 9/11, the financial crisis in 2008, and now COVID-19. A catastrophic event occurs that’s never happened before, and everyone panics. We think, “No, this is different.” And…

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I love Cinderella stories – when someone overcomes impossible odds to do something great. It doesn’t matter if it’s an athlete, teacher, rockstar, mom, politician, or accountant, the story always moves me.  This weekend I heard a new one. As Josh Allen, the quarterback for the Buffalo Bills, was about to take his first snap…

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Steps one, two and three focused on navigating the obvious barriers to getting more meetings with decision makers. This next step is about addressing perhaps the most ominous challenge – one that’s never verbally communicated but is always present. Step Four: Remove the Tension In almost every interaction between seller and prospect, a certain tension…

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Start Filling Your Pipeline with This Simple Yet Effective 3-Minute Prospecting Tactic

If you’ve been following me on this step-by-step approach to filling your pipeline, you already know how to capture the prospect’s attention and the best answer to the question: “Why meet?” Next, we need to move this total stranger from “this looks interesting” to giving up their most precious resource: time.  The best way to…

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