Success
As a top sales consultant, Iβve successfully shown organizations on six continents how to gain velocity in their sales efforts by asking the right questions. Hereβs an example: A major financial services firm called me in to review their numbers. It took their advisors five sales calls to close a new investor, and they knew…
As a sales leadership keynote speaker, I’m often asked about the best way to throw a Hail Mary pass when trying to save an elusive prospect. I tell them that even if you’re looking for a miracle, you still need a strategy. Take the recent game between Chicago Bears and Washington Commanders as an example.…
Recently, I had dinner with an executive in the baseball industry. He described baseball as a high-failure sport. I love that phrase. Why? Because I’ve always used it in my speeches. Not that phrase exactly, but the idea. Think about it: a hitter getting three hits out of every 10 at-bats is a .300 hitter.…
For the past 12 years, I’ve been on retainer, coaching senior executives at a company. In the first two years, I spotted a major issue: they were sending out far too many proposals. How did I know? Their close rate was a dismal 10%. That’s what happens when you’re wasting time on unqualified leads. So…
What do applicants get wrong in the process of applying to a top-tier college like an Ivy League school? Today they believe that perfect SAT scores are enough to differentiate them. According to Christopher Rim, founder of Command Education, perfect test scores no longer differentiate students. They are simply the cost of entry. What differentiates…
If you want to know how to succeed in sales, look at Bombas. That’s B-O-M-B-A-S, pronounced “bum-bus” socks. That’s right, these are the socks; they’re no-show socks. What I love about them is that they stay in place and are of great quality. But that’s not the reason I’m telling you about Bombas. When Randy…
Imagine you’re going into the office of a senior decision-maker at a huge Fortune 100 company. He’s had nothing but problems with your company. He bought 200 units of electric timestamps. Every time a trader makes a stamp, it’s the same time for all trades, and they don’t get fined by the SEC. He had…
What’s more important to you? The will to prepare or the will to win? That is a question the Vice President of Sales for Hertz equipment rental division asked me as we were flying together to his national sales meeting, where I was giving the keynote. Without thinking, I said, βThe will to prepare.β He…
Recently, I had dinner with an executive in the baseball industry. He described baseball as a high-failure sport. I love that phrase. Why? Because I’ve always used it in my speeches, not that phrase exactly, but the idea. Think about it: a hitter getting three hits out of every 10 at-bats is a .300 hitter.…
If you were to tell me that you just closed the deal, my answer to you would be there is no such thing as a closed deal. You see, a while back, I was involved in repositioning a major chemical manufacturer with the largest player in their industry. They only had 40% of their demand,…
As a top sales consultant, Iβve successfully shown organizations on six continents how to gain velocity in their sales efforts by asking the right questions. Hereβs an example: A major financial services firm called me in to review their numbers. It took their advisors five sales calls to close a new investor, and they knew…
As a sales leadership keynote speaker, I’m often asked about the best way to throw a Hail Mary pass when trying to save an elusive prospect. I tell them that even if you’re looking for a miracle, you still need a strategy. Take the recent game between Chicago Bears and Washington Commanders as an example.…
Recently, I had dinner with an executive in the baseball industry. He described baseball as a high-failure sport. I love that phrase. Why? Because I’ve always used it in my speeches. Not that phrase exactly, but the idea. Think about it: a hitter getting three hits out of every 10 at-bats is a .300 hitter.…
For the past 12 years, I’ve been on retainer, coaching senior executives at a company. In the first two years, I spotted a major issue: they were sending out far too many proposals. How did I know? Their close rate was a dismal 10%. That’s what happens when you’re wasting time on unqualified leads. So…
What do applicants get wrong in the process of applying to a top-tier college like an Ivy League school? Today they believe that perfect SAT scores are enough to differentiate them. According to Christopher Rim, founder of Command Education, perfect test scores no longer differentiate students. They are simply the cost of entry. What differentiates…
If you want to know how to succeed in sales, look at Bombas. That’s B-O-M-B-A-S, pronounced “bum-bus” socks. That’s right, these are the socks; they’re no-show socks. What I love about them is that they stay in place and are of great quality. But that’s not the reason I’m telling you about Bombas. When Randy…
Imagine you’re going into the office of a senior decision-maker at a huge Fortune 100 company. He’s had nothing but problems with your company. He bought 200 units of electric timestamps. Every time a trader makes a stamp, it’s the same time for all trades, and they don’t get fined by the SEC. He had…
What’s more important to you? The will to prepare or the will to win? That is a question the Vice President of Sales for Hertz equipment rental division asked me as we were flying together to his national sales meeting, where I was giving the keynote. Without thinking, I said, βThe will to prepare.β He…
Recently, I had dinner with an executive in the baseball industry. He described baseball as a high-failure sport. I love that phrase. Why? Because I’ve always used it in my speeches, not that phrase exactly, but the idea. Think about it: a hitter getting three hits out of every 10 at-bats is a .300 hitter.…
If you were to tell me that you just closed the deal, my answer to you would be there is no such thing as a closed deal. You see, a while back, I was involved in repositioning a major chemical manufacturer with the largest player in their industry. They only had 40% of their demand,…