Friday Faves – 4.29.15

042916Though I spent most of this week at a conference, I did have time to read some great posts.

Sales Excuse Litmus Test and Cure – Disciplined prospecting and time management are critical skills to master.  Some good ideas for both here.

The Benefits of Virtual Mentors – Formal mentoring, a colleague, partner or just someone you trust will be honest with you (brutally, if necessary), having someone to call Bullshit on you is highly valuable.

Your Shoulds Are Really Musts – Shoulda, woulda, coulda.  Nothing worse than looking back and saying “what if?”

The Difference Between Wanting Better Results and Being Willing to Produce – Anything worth having is worth working for.,


Friday Faves – 4.22.16

042216On Wednesday, I thought this week would never end.  Today, I wish I had another day to tack on to a killer week.  Has that ever happened to you?  Don’t get me wrong, I am TAKING my weekend, but doesn’t it feel good when it all falls into place?  It really doesn’t – you make it happen and here are some great posts to help you make it so.

Creating a Unique Value Proposition – A good primer on crafting yours.  Without one, you compete on price alone.

What Everyone Should Know About Running Virtual Meetings – I recently presented to a company-wide sales meeting on “How NOT to Conduct an Online Meeting.”  Some overlap between them.  I’ll try to turn it into a SlideShare and post on LinkedIn.

Where Your Focus Goes – As I’ve told my teams – “Know all that is knowable, control all you can.  Then, play jazz.”

They’re Not Interested – What Now? – You own this.  Creating a compelling upfront value proposition is your cost of entry.

Playing to Win or Playing Not to Lose – No risk, no reward.

3 Things To Leave Out Of Your Prospecting Call – For those of you who, like me, still believe in using the telephone for cold calls, reminder of some basics.



Friday Faves – 4.15.16

041516Though I read a lot of posts this week, and learned from them, I didn’t find any that I felt were universal and impactful enough to share. Instead, a few words about exposure.

My Dad, a traveling salesman, would take my sister and me on trips in his territory during the summer. We were out of school and driving my mother crazy in our non air-conditioned apartment in Queens, NY, so my Mom enjoyed the trips as much as we did.

We stopped for lunch once at Carroll’s (a now-defunct precursor of McDonald’s) outside of Syracuse, NY. Taking a bite, I complained to Dad “Hey, there’s mustard on this!”  (We preferred ketchup on our burgers.)  Dad said that people in different places have different tastes and customs.  He said I didn’t have to like them all, just try them.

And we did – try everything.  Beef on Weck in Buffalo to Spiedies in Binghamton and we washed it down with soda (as we called it) or Pop as others did.  I learned a lot, and I think the exposure may parents gave us to different food, people, customs and ways of doing things not only instilled a love of learning, but a broader understanding that there are multiple solutions to the same challenge.

Later on, my parents told me that they felt exposure to different things was one of the most important things they could do for us.  Let us see and experience different things so that we would be more open and tolerant of things and people different than what was normal for us. On a recent trip to Hong Kong and Thailand, we went to a small, local Cantonese restaurant in Hong Kong to try the local stuff and my older son ordered a dish with donkey meat.  Though he didn’t recommend it, he said it’s good to try new things.  Our younger son, who works in Shanghai, has traveled extensively, experiencing the rich diversity of Asia, Australia and the Pacific Islands, trying things I didn’t know existed.  Thus, we’ve successfully passed the torch.

In your sales process, do you expose yourself to new ideas/strategies/tactics?  Do you read 3-4 sales books each year?  Do you read sales blogs and enewslettters, attend webinars?  More important, do you try some of what you learn?  As I personally benefited from the exposure my parents gave me and our sons from that which my wife and I gave them, so too can you professionally benefit from exposure and trying new things.

Remember how the dinosaurs became extinct?


Friday Faves – 4.8.16

040816After two weeks vacation in Asia, I returned with some new perspectives on “the way” things are done.  More about that later.

Meanwhile, thanks to the incredible availability of WiFi in Thailand, I read some great posts.

The Answer Key To Winning Deals – If you can’t save me money/time/resources; make me smarter/faster/better, then why?

Stop Wasting Your Time on Work Calls – Time management is a constant improvement process, which attracted me to this.  Not sure I agree.

When Was the Last Time You Asked, “Why Are We Doing It This Way?” – Disrupters RULE!

Voice Mail As A Differentiator – You cannot study enough about voicemail.  There is NO secret sauce here.

How To Compress the Sales Cycle – We’re all interested in this.  Learned some great new techniques at a seminar, which I’ll begin sharing.


Friday Faves – 3.18.16

031916Energizing week of internal sales meetings, meeting new colleagues and learning from all.  Sales meetings can suck it you are lectured ceaselessly with irrelevant information, or they can be great exchanges of ideas, best practices that can have you leaving so you “can’t wait to hit the street.”

I can’t wait to hit the street and here are some posts I read this week that help energize you!

Which Fear Is Driving Your Results? – You can’t be honest with prospects, if you’re not honest with yourself.  Some thought-provoking ideas here.

No Thank You for Your Email – Email is a tool that must be mastered.   Plenty of resources available.

How to Get Better Sales Results Consistently – Not surprisingly, training and coaching is at the core of this plan.

Give Them Something To Say Yes To – A planning meeting can not only be used to gain insight/need, but also to head off objections at the pass.




Friday Faves – 3.9.16

031116Buckle up, gang, only 3 weeks left in Q1.  Are you in a panic sprint to eke your numbers over the line, or are you confidently striding to victory?  Here are some great ideas to put some spring in your step.

What you Should Fear is the Fear Of Missing – Walking away is counter intuitive.  Sometimes it is the right move.

Negotiating and Discounting Are Different – Go for the trade, not just the deal.

How to Stay Productive and Avoid Distractions when Working from Home – And don’t read blogs when you should be working😉

On saying “no” – Another interesting counter intuitive sounding perspective.

Spring AHEAD this weekend.  Make it more than just your clock.


Friday Faves – 3.4.16

030416We’re entering the Home Stretch of Q1 and spring will soon be here. Some good ideas here to help you finish with a strong sprint so you can enjoy the new season.

What is and What is Not Urgent – I once saw a sign on an admin’s desk that said “Your emergency is not my priority.”  We all have to maximize our use of time, so here are some smart thoughts.

The One Question to Ask for More Referrals – Well, to be honest, I think there’s more than one, but this one is excellent if you’re not asking it through LinkedIn.

Phone First. Email Second. – Then referral, LinkedIn InMessage, driveby (physical cold call), then lather rinse repeat.  Persistence will eventually get you in.