Yesterday I was challenged to write a blog post on "This is How I Work." This series, inspired by LifeHacker, was moved into the sales field by Anthony Iannarino, who tagged Charlie Green, who tagged Dave Brock, who tagged Dave Stein and who then tagged me.

Read more

Have you ever wondered how you’ll get everything done? That’s how I feel all too often. I get to my desk at 7:30 to tackle the emails. I work through my lunch hour. And, at the end of the day it seems like I’ve barely made a dent.

Here's the truth. I like telling people I'm crazy-busy. It makes me sound important. And, even worse, I’m a closet slug. All day long I make bad choices that contribute to this predicament.

But on the upside, I’ve learned how compensate for my slothful behavior. Here are 2 strategies to increase sales effectiveness that have worked for me:

Read more

Recently, I did an in-depth video interview with Customer Engagement Magazine on what it takes to be successful in sales today. Ray Stendall, the publisher, asked me all all sorts of questions about how to deal with crazy-busy prospects. 

Read more

I wish all my prospects were just like me. It would be so much easier to sell to them. But, that’s not the case. People are who they are and it’s our job to get them comfortable working with us.

One very effective rapport building technique is to mirror your prospect's behavior. It quickly puts them at ease with you.

The toughest person I ever had to deal with was Don Diggerman. He was a wonderful man. Seriously. A real nice guy. But I dreaded talking to him.

Read more

I'll never forget the last talent show I was in. We were at a family church camp. My then 8 year old son insisted that I play a couple songs on the guitar. At first, I resisted. You might have too if you'd only taken three lessons, knew two chords and had never sung in public before. I didn't want to look and sound stupid in front of more than 300 campers!

But I finally said yes, after I realized that it was an opportunity to teach a valuable life lesson about taking risks.

Read more

I live in Minnesota, Land of 10,000 Lakes. Water is everywhere. That's why, when I saw this video about Charity: water at the HubSpot INBOUND 13 conference where I spoke, I was touched deeply.

Read more

Every once in a while, I come across an article that makes my day. That's exactly what happened when I read The Rules by Mark Gibson which I've included below. They explicitly state how prospects should interact with salespeople. After all, we're a hard-working bunch and deserve to be treated better than we are! 

Personally, I think we should hand these rules out to all our prospects. What do you think? 

Read more

Here's a simple, but highly effective sales strategy with a big payback for you. The first time I ever did it was very early in my career. My boss instructed me to go on a sales call with Alice -- a trainee who’d stumbled onto a big opportunity -- and teach her how to beat the competitors.

Read more

Recently, I recorded a webinar explaining 5 tactics designed to increase your sales. In 39 short minutes, I covered such topics as:

  • Transforming your average prospecting calls into client-creating conversations.
  • Reducing the number of clients that you lose to 'no decision'.
  • Streamlining prospects through your pipeline.
  • Creating more time for activities that develop sales.
  • Generating more business from the clients you already have.
Read more

Want to engage crazy-busy prospects?

These 45 quick tips from my book Snap Selling will give you fresh ideas you can start implementing today to increase sales. It's a super fast read because I know you're crazy-busy too!

Read more