Sales
When I am asked to help my clients select the right candidates for both sales executive and leadership positions, the trait that I look for most is futuristic thinking. If you can help your clients meet the future needs of their customers, then you will stay relevant for your clients in the long term. So…
Regardless of the industry we are in, we all are selling one thing: Hope. Everyone is hoping for something better – whether it’s more revenues, better results, better efficiencies. So as you plan for next year, make it simple and do these two things to increase your sales and gain Velocity. #VelocityMindset #leadership #sales #SalesStrategy…
As we enter the post-pandemic world, one thing about sales development has become increasingly clear: The standard process of calling, leaving voicemails and sending emails no longer works as well as it used to. Driven by the pandemic, video adoption has accelerated, taking over every other form of communication and leaving the businesses unable to…
The Great Resignation is sweeping across the U.S., with 40% of Americans considering quitting their jobs, even if they don’t have another one lined up. As we go through the global pandemic, people are getting very clear on how they want to be treated and what they want their lives to be. So what does…
When you hear the word “Velocity,” what’s the word that comes to your mind? Most of the time when I ask this question, the answer I get is “speed.” But that’s not the only word in the definition. The true definition of Velocity is Speed with Direction. Engaging in tasks that have no connection with…
We all heard that sometimes you just have to agree to disagree. And yes, that is great advice. But what happens when you are trying to convince somebody on how to do something and they are not buying into it but yet you still have to move forward with that person? Watch this video to…
I believe that sales people are leaders. You are leading people through a conversation and offering them the best solution that helps solve a problem. So as a leader, what do you do to get people to listen to you? I joined Gerhard Gschwandtner on Selling Power TV to discuss how to apply neuroscience to…
Why is focus such an important part of your mindset? How can you use the “art of the pause” to increase your chances of success dramatically? And what would the world look like if everyone had Velocity Mindset®? I joined Gerhard Gschwandtner on Selling Power TV to answer these questions and more. Check it out!…
While prospecting is one of the key stages of the sales process, it is also one of the most difficult ones. Almost half of sales reps admit they find prospecting to be most challenging and struggle with it. Yet, there are no sales without prospecting. The math is simple: the more prospects you generate, the…
The best way one leaves a legacy or lasting impression is through their actions, not words. In this video, I share a story that teaches us one valuable lesson: It’s not what happens in life that counts. It’s how you deal with it. Please watch this video and share it with those who would benefit…
Do you know that sometimes you have to go slow to go fast? Recently, I installed a new productivity software program. And like many of you, I figured I knew immediately what I had to do, so I didn’t bother reading the instructions. After two painful hours of trying to get the software to work…
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As we’ve all seen for the last year or two, there’s been a lot of shoplifting. A pack of thieves breaking into stores, stealing massive amounts of merchandise, and leaving before the cops come. If they’re caught, they’re back on the streets in a couple of minutes. Shoplifting has gotten to such a high degree…
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When I think of sales success, I think of a Banyan tree. Look at this tree. It is so magnificent. But look at the integrated network of roots. It’s amazing how it grows. Now, here’s what’s special about a Banyan tree. It’s not like normal trees that have one trunk coming down, and it’s not…
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I want you to meet Alex. Alex is a van driver who picked me and a few of my colleagues up from the hotel in Albuquerque this weekend to take us to the airport. It was a seven-minute ride. During the ride, Alex asked us if we had traveled to many different cities and ordered…
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If you truly want to keep your competitors out of your accounts, you must become part of the inner woven fabric of your client’s organization. Consider that loose piece of thread sticking out of the bottom of your sweater, and you start pulling it. All of a sudden, you inadvertently pull apart the entire sweater.…
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A few years ago, I was meeting with Steve Forbes in the Forbes building in his private library. The meeting was to discuss the presentation he was about to give to the National Speakers Association that I was president of. Rather, it was to get him to agree to give that presentation. What struck me in…
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As you create your sales plan for 2024, what’s the one issue you must pay special attention to? That one issue is your ideal customer profile, because that’s going to determine whether or not you gain velocity in your sales efforts. Picture business 2012: I was just voted as the Vice President of the National…
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In the early ‘90s, I trademarked the phrase “The Question Man™.” I believed then, as I believe now, that the answers to your success lie in the questions that you ask. At that time, I had a great client, Hertz Equipment Rental, that rented backhoes. It was a division of Hertz Rental Car Corporation. The VP of Sales was…
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When times are tough, and the flow of customers into your business is slowing down to a drip, what’s more important: marketing or sales? I had that conversation yesterday with the CEO I was coaching. He sells very high-end custom furniture. Because of the economy, he was complaining that the flow of traffic into his…
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Does anything in life come easy for us? Yes and No. When we engage in activities aligned with our strengths and skills, they often come easily to us. On the other hand, tasks that we dislike or lack proficiency in can be challenging. However, that is not what I’m talking about here. Recently, I had…
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