This article contains an excerpt from my new book, AGILE SELLING.

Sales has now officially become a thinking-intensive profession. We're constantly bombarded with new information: new products, services, bosses, priorities, processes, technology...the list goes on and on.

It’s impossible to stay on top of it all. So much to learn in so little time. And it just keeps coming at you. As soon as you think you’ve got it all figured out -- BAM! -- more change and you’re scrambling again.

Successful sellers need to learn a lot fast, and figure out how to best integrate that new knowledge into customer interactions. 

Developing your learning agility enables you to be resourceful, adaptable and proactive, ready to tackle your customers’ biggest challenges and help them succeed. It means you’re a skilled communicator because you’ve learned to think from other peoples' perspectives. You’re fast and flexible in the ideas you generate, and are able to come up with lots of ways to achieve your goals.

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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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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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Did you know that the maximum amount of time a person can focus intently on a task is 90 minutes? Any longer and your sales productivity starts to spiral downhill, your mind wanders and you lose your edge.

So then you start working on things that are easy to do, but not very important in the overall scheme of things.

It's time to get up and move. Go get some coffee. Take a walk outside. Have a chat with a colleague. Call a friend on the phone. Do some stretching. And, if you work at home, consider doing the laundry or something else that's totally mindless.

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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:

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I used to hate my direct competitors—every last one of them. They were evil. They were after me, trying to steal my best prospects and clients. My guard was up whenever they were around. 

Then one day something changed. I was months into the worst slump of my career. Yes, I said months. The future looked grim; I honestly wasn't sure I was going to make it.

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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.

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If I could show you a way to increase your lifetime income by over $1 million dollars, would you be interested? How about if I could show you a way to live 9 years longer and be healthier at the same time? Would that capture your attention?

I know those are old-time sales questions – and I’m not trying to set you up. There really is a simple way to make all that a reality.

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Today's post from the Chamber of Commerce features business-growth advice for small companies.

If the adage “time is money” is true, then productivity is a valuable asset in sales. From initial sales contact to follow up calls, making even one sale is an investment in time and sales staff resources. So how can you boost your own efficiency, and encourage your employees to do the same?

Take a look at these five tips for heightened productivity in sales:

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