Last Friday, I was on the edge. Literally. I was speaking to a group of sales professionals. Some were new to sales; most were experienced pros.

I was doing a totally new keynote on AGILE SELLING, sharing strategies on how to quickly learn new things so you could stay at the top of your game – or to get there.

Now, you probably don't think of me being nervous about doing new things, but I am. I want my keynotes and workshops to be awesome experiences for everyone who's there. 

It took me a long time to prepare.

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Shortly after SNAP Selling came out, tons of salespeople said to me, “This is great info on selling to today’s crazy-busy prospects. But I’m frazzled too. How can you help me?”

Initially, I thought it was a time management problem. But, after pondering things for a while, I realized it was a bigger issue.

  • Too much was changing: products, buying cycles, the economy, technology, competitors.
  • Customers expected more. They wanted you to continually bring them ideas, insights and information to help them be more successful.
  • To stay at the top of your game, you needed to always be learning – but when? Your calendar is already full.
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I should be jumping up and down with joy right now. After all, my new book, AGILE SELLING, is coming out next week.

But instead of busily rolling out my well-planned book launch campaign, I’m sitting in a hospital room watching my husband sleep.

Ten days ago he had quadruple bypass surgery - which went well. I expected a quick recovery because he was healthy going into it, and built my plans around it.

Then complications set in. I immediately canceled everything; family is more important than a book. After a couple of scary days, the downhill spiral stopped. Thankfully, my husband is getting better little by little every day.

But even though I'm in the midst of a family crisis, the world doesn't stop. I can’t delay the book launch date; that’s set by the publisher months in advance. Plan A is totally shot.

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Recently, Brad Miller, Director of Business Development at Fathom, interviewed me about my new book, AGILE SELLING, and the key challenges salespeople are facing today. I thought you might like to listen in.

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After writing SNAP Selling, I was continually accosted by salespeople who said,

“Your advice on selling to crazy-busy buyers works great. But, I’m frazzled too. How can you help me?”

I was stumped. I had nothing to offer since I wasn’t a time management guru.

Then one day it hit me. I was looking at things all wrong.

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Thinking about hiring any new salespeople in the not-too-distant future? Or are you still suffering from a bad hire? If so, check out my interview with Lee Salz, onboarding expert and author of Hire Right, Higher Profits. I know you'll get some good ideas.

(Note: Click here to download a sample chapter. Or get it now on Amazon. Right now, it's the #1 ranked sales/sales management book on Kindle!)

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If you're selling, you've been on conference calls. And honestly, they can be a bit disruptive. That's why I thought you'd enjoy this video that provides a great simulation on what actually occurs. 

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This is the most important blog post I've ever written. It's about what happened exactly one year ago today. Please read it and share it with others. 

Last week a friend told me about a recent fender bender. While driving, he'd been dictating an email on his cell phone. He wanted to get a few extra things done before he got to the office. 

We all do things like that. Multitasking is a way of life. It's our strategy to keep up with our whirlwind of a job. In the car, we'll make calls, catch up on messages and text people when we’re running late.

That’s exactly what Carla Brennan was doing on the morning of March 4, 2013 – the day her life collided with mine (and others). Literally.

Here's what happened. My husband, Fred, left our house about 9 AM. Fifteen minutes later he called. His voice was weak, shaken. “I’ve been in an accident. I think people were hurt -- badly.” After assuring me he was okay, he told me where he was.

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Ever made a big whopper of a sales mistake? I sure have! Let me just share one.

When I began selling at Xerox, one of the first things we had to do was to memorize a demonstration script that included everything you needed to know about using a copier. We had to learn it perfectly before we were allowed to make sales calls.

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Every year sales pundits offer their best guesses about the year ahead. Are they right? Who knows. We rarely revisit past predictions.

That's why I've never much liked them ... until I read a Making Predictions Makes You Learn Better by Annie Murphy Paul. In essence, research shows that it's really not the prediction that counts. It's the thinking process that goes into it -- and the resulting curiosity to find if what you've guessed is right/wrong that really matters. 

So here's my 2014 sales prediction:

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