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Stop Trying to Get Past the Gatekeeper!

“I have a certain prospect who is surrounded by a fortress. What should I say to get past that gatekeeper?” I cannot tell you the number of times in the course of sales trainings I get asked that exact question. Everyone wants the ninja gatekeeper techniques. In fact, many sales trainers have written books on […]

3 Simple Tips to Selling to the CEO

Most sales people logically understand that they would make larger sales and far more money if they sold to people in the C-suite, but they rarely sell at that level. Those sales people that do sell at the highest level often outperform everyone else combined. Remember, the CEO has the decision-making authority and can always […]

Want to Get Your Sales Team to Double Output?

Paul has an eight-person sales team that sold an average of $500K per sales person. When he brought me in, he didn’t need a motivational sales speaker, he needed a strategy to increase each sales person’s performance over the long run. Sales motivation was only half the problem–the other half was what Paul was tracking. […]

Ultimate Guide to Making Your Offering Irresistible to Prospects

Have you ever watched a 2AM infomercial? I am the type of person that cannot watch infomercials without buying. They always take me through the same process: Identify a problem that frustrates me. Present an innovative solution. Pile on value to make the purchase a no-brainer. By the end of this process, I can’t help […]

My Favorite Question To Ask a Prospect

As a sales keynote speaker, I often ask audiences, “What keeps you up at night when it comes to sales?” So often, sales people are losing sales because they never get to the heart of the challenge that the prospect is facing. Most sales interactions involve only a very surface-level conversation about how and where […]

What Every Sales Person Ought to Know About Time Management to Double Output

As a motivational conference speaker, I always ask audiences about their biggest sales challenges, and ‘time management’ inevitably comes up. This is a critical sales problem that can easily tank an organization when left unchecked. In fact, the scarcest resource in sales is time. Just imagine a world where you had unlimited time–you could sell […]

The In-Crowd is Lame: Why We Must Stand out from Other Sales People and How

I’ll never forget my first day of Sharon Middle School. It was the scariest day of school I had ever experienced up until that point. I walked into my new homeroom and there were all new faces. I felt like a total outsider and I swore that I would never be an outsider again. Then […]

Why I love Angry Prospects?

Have you ever had a cranky prospect that is skeptical of everything you say at first? It might look something like this: Phone: “Ring Ring” Prospect: “Yeah.” Sales person: “Hi John, this is Jane Johnson, how are you today?” Prospect: “Been better, what do you want?” This scenario would make most sales people uncomfortable, but […]

3 Simple Tips to Sales Prospecting with LinkedIn

I can no longer count the number of times I’ve heard someone say that, “Social media is a waste of time in business.” This is just not true. People who don’t want to adapt certainly have that right, but my philosophy is that I want to have the best prospecting tools in my arsenal. LinkedIn […]