Avoiding the Trap of Overconfidence

Over my past 10 years of facilitating sales workshops around the world, I’ve noticed a pattern.  One in which some, if not most, sales professionals make statements such as, “I have been through something just like this before” or, “this is simply a refresher for me,...

Five Keys to Handling a Mega Deal!

We all want the mega deal, that mega win that pushes us into accelerators and makes us a legend within the company culture. But, how do we get one of these mega deals over the finish line? How do we execute something that might be more complex than anything we have...

Getting Over Slumps in Productivity

We’ve all been there. Unmotivated or overwhelmed to the point of not knowing where to start. What can we do to overcome these lulls and continue being productive? In today’s busy world managing our own time is a constant battle for all of us. It is no wonder we find...

Do You O.Y.N. (Own Your Numbers)?

I often hear sales reps and leaders talk about their company and the huge impact it has for its customers. But, when I ask for one measurable example, they stumble. Why is that?  Now, of course, some will come up with a number: ‘X’ savings or ‘Y’ revenue gain. This...

Do You Know Your Competitors as Well as They Know You?

“The wise learn many things from their enemies.” — Aristophanes As I speak to companies in all types of industries, I am surprised to discover that some know very little about their competition and how to best position themselves against them. You may think you...