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Why I Hate New Year’s Resolutions: A 2023 Challenge

Why I Hate New Year’s Resolutions: A 2023 Challenge

“New year, new me!” Around this time of year, it’s common for people to set New Year’s Resolutions. They want to get in shape, or do better at work, or achieve some other vague goal. And most of the time, they don’t succeed. In fact, only 9% of people who set resolutions will see them through to the end of the year. I hate New Year’s Resolutions. Instead, I want to talk about how I took a different approach to my goals in 2022, and ended up running 1,000 miles. (more…)


Never Assume the Sale

Never Assume the Sale

We have all heard of the Assumptive Close in selling. However, I am not going to write about the Assumptive Close today. Instead, I want to remind sales professionals to “Never Assume the Sale.” (more…)


Overcoming Common Objections in Sales

Overcoming Common Objections in Sales

As a sales performance coach I am absolutely floored how many veteran sales people still get caught like a Deer in Selling Headlights when they hear an objection.

There should be absolutely no shock when a prospect or client throws an objection your way. You know it’s going to happen. It is just a matter of which objection and when. (more…)


The Power of Being Thoughtful

The Power of Being Thoughtful

Being thoughtful is a topic I have never written about. I hate to say it, but being thoughtful was never really a topic I incorporated into my training and coaching. Maybe I thought it was assumed, or maybe even too touchy feely. I was wrong. (more…)


Pushing Past the Pain Cave in Training, Business, and Life

Pushing Past the Pain Cave in Training, Business, and Life

Think about your ultimate goal in life? Do you dream of running a marathon? Hitting a specific sales goal? Writing a novel? Now think about what is stopping you from achieving those goals. Have you never run before? Are you afraid of rejection? Unable to get inspired? We all have limits that affect our ability to reach our goals. (more…)


Pick Up the Damn Phone

Pick Up the Damn Phone

Pick up the phone! It’s simple. At least the idea is simple for me. Always has been. Connecting with people via a live phone conversation has tons of benefits. My objective with this article is to hopefully convince you that talking to a human on the phone is vastly more effective than texts, emails and social media messaging. (more…)


Your Opinion Doesn’t Matter

Your Opinion Doesn’t Matter

In sales, the goal is always to close the deal. Being confident in your product or service is vital if you want your clients to buy in. However, the best piece of sales advice I can offer is that when it comes down to it, your opinion doesn’t matter.  (more…)


The Siblings: Me, Chuck, and Maureen

People Don’t Come with Expiration Dates

“Oh man, I better eat this before it expires!”

How many times have you gone through your fridge and said something like this in your life? A carton of milk, a package of raw chicken, a container of fresh strawberries. These things all come with expiration dates. If you don’t use them in time, they go bad and end up in the garbage, simply to be replaced on your next trip to the store. We know we better savor these items before it’s too late. (more…)


Coronavirus and the Evolution of Sales

Coronavirus and the Evolution of Sales

The Evolution of Sales has taken us from the Snake Oil Salesmen of the 1800’s to the Solution-based selling of the 21st Century. The world of sales has no doubt seen some pretty interesting changes in the last 200 years. Today, Covid-19 is ushering in the next evolution to the world of sales. Let’s take a moment and examine how we got here. (more…)


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