Have you ever seen the movie Tommy Boy? If not, go see it. If it’s been a while – see it again. It’s one of the best sales movies of all time. There’s a scene in Tommy Boy that stands out and highlights what I call “catching your sales groove.” It’s the scene where he does […]
Month: March 2018
The #1 Thing I Would Tell My 22-Year-Old Self
A little while ago someone asked me – if there was one thing I could go back and tell your 22-year old self what would it be? The first thing that came to mind was to bet the farm on the 2004 Red Sox when they were down 0-3 to the Yankees in the ALCS. […]
Why Focus is the Key to Connecting with Prospects in 2018
People ask me all the time which medium is the best one to connect with prospects these days. Is it phone, e-mail, Inmail, text, social? Historically, one of these has always been somewhat of the killer app. Before technology, it used to be door-to-door sales, then the phone, then e-mail, then LinkedIn, but now with […]
What Goes Around Comes Around
This has been one of my Guiding Principles for a while now, mainly because I’ve experienced it too many times to ignore it. This week alone I had two former clients reach out to me directly looking for training after switching to a new company. I also had one prospect who I never did business with […]