Let’s face it – we all love a great deal!  That’s why companies like Amazon have “Prime Day,” and why tech companies perform so much better the last month of every quarter. The challenge is that nobody likes to be pressured to make a decision.  When you throw discounts at customers with short expiration deadlines…

Having a consistent morning routine is one of my best known secrets to success.  When you start the day right, it builds confidence and momentum that flows into the workday.  And puts you in a good mood, which improves how you work and engage with others.   The problem is that most morning routines fail.  Here’s…

How do you sell to CIO’s in 2024?  What’s top of mind for CIO’s right now?  What does a day in the life of a CIO look like?  These are some of the questions we addressed in this month’s Fireside Chat with Bill Russell, the former CIO for St. Joseph Health, a 16-hospital system valued…

I recently took a trip to Cabo, and ended up spending over $300 for a 90 minute hot stone massage at the spa. I had no intention of getting a massage, but here’s what happened:  So what does this have to do with selling? The spa just executed a perfect land and expand deal.  Here…

Do you think it’s possible to be wildly successful in ALL areas of your life at the same time?  Many people have massive success in one area of their life, but are struggling in other areas.  For example, they are crushing their sales goals, but working around the clock  (or always thinking about work) and…

Over the past 7 years, I’ve spent $191,400 on personal and professional development in the form of Masterminds, coaching, retreats, therapy, and trainers.  All out of pocket!  I’ve found that the more I invest in myself, the more I increase my earnings.  Here’s one of the main secrets of highly successful people: They find people…

I recently interviewed Elyse Archer as my Fireside Chat guest. We spent 90 minutes diving into some of the most powerful ways to accelerate sales which are rarely discussed publicly.  Elyse is the founder of the Superhuman Selling and She Sells movements, which empower entrepreneurs and sales professionals to revolutionize how they sell, explode their…

Here is my definition of winning in sales:  it’s getting a yes or a no, but never a maybe.  You don’t want to work with prospects or clients who aren’t willing to commit, one way or another.  They don’t need to commit to signing an order right now.  But they absolutely need to commit to…

I’m seeing more sales reps living in “sales purgatory” than ever before.  So what exactly is sales purgatory?  It’s when you work in sales, but aren’t ALL IN on your sales career.  There are a variety of reasons why people are in sales purgatory today:  These reasons cause people to lose hope and ask themselves…

There’s a lot of effective sales techniques out there, but I’ve never heard anyone discuss the very best technique of all, which I used to sell over 100M in my sales career.  Here’s why: it goes against everything that you’ve ever been taught about sales.  We’ve been taught that sales is a performance sport, and…