Can You Get Awesomeness From a Book? “EDGY Conversations by Dan Waldschmidt

Add “EDGY Conversations: How Ordinary People Can Achieve Outrageous Success” to the list of classic motivational books. Then read it. How do I make such a bold statement? From the time I began selling, I read the great ones including “How to Win Friends and Influence People,” “The 7 Habits of Highly Successful People” and “Think and Grow Rich.” All of the motivational classics share three … [Read more...]

5 Ways to Prevent Buyer Brinkmanship – “ABN” Always Be Negotiating©

At the 11th hour, the customer throws us a big curve. We invest months and years developing new business opportunities. We brainstorm with our clients to create valuable insights for them. We research their market conditions, customers, competition and their business plans. We help model ideal outcomes for them and mitigate their risk. We spend our company’s valuable resources only to find our … [Read more...]

Behind On Your Goals or Need Inspiration? Sell Like Louis Armstrong

My friend The Irreverent Sales Girl (ISG), whose identity remains stealthily behind her mask, inspired me last night with the first line from her post, “You today have 31 days to meet your first quarter goal.” My keyboard must have been possessed, because the next think I saw was my comment “31 days to surpass...” ISG generously replied, “RIGHT! You said it better.” Then I remembered an … [Read more...]

“Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson” by Bob Terson – Book Review

If you’ve ever had any fears during a sale or about your sales ability, you’re not alone. There were times in my early days of selling when I wondered if I chose the wrong career. Mentors and writers like Bob Terson taught me how to overcome my fears and become a top performer. How do you become a top performing salesperson or develop top performing salespeople? … [Read more...]

The Sales Professional’s Independence Day & Bill of Rights

Early in my career, I suffered under the delusion that my job was to sell everyone. I tried relentlessly to turn around purchasing agents who sat salespeople in uncomfortable chairs until the sales rep begged for mercy and caved into brutal demands. I tolerated executives who treated account salespeople like the scum of the Earth. And I courted gatekeepers who rivaled the seven-headed serpent that … [Read more...]