Articles

Many people think that being held accountable is all about consequences. Accountability is not about consequences.  It is about ownership.  Accountability is a character trait, a life stance, a willingness to own your actions and results regardless of the circumstances. Accountability is “choosing to” not “having to.” “I have to prospect today.”  or “I choose […]

Sales Call Reluctance is the emotional hesitation to prospect and promote. It is an invisible self-protective barrier that keeps salespeople from earning what they are worth. There are 16 types of Sales Call Reluctance. Telephobia (fear of telephone prospecting) is one of the easiest to overcome! Two Americans won a Nobel prize about their research […]

Way back in 2001 when the Arizona Diamondbacks won the World Series, Pitcher Curt Schilling shared one very important mindset that he attributed to his success. Prior to his big wins, he admitted to pitching, one inning at a time. He had talent, but was not that successful.  After retaining a performance psychologist, he started focusing […]

Mike Ferry, a seasoned IT sales guy, generously shared his formula for a Cold Call Conversation in this short under 20 minute interview:

When you reach out to prospects and they are not responsive, what do you make it mean? Do you make it mean that they don’t like you? That they don’t like salespeople? That they love their current supplier or provider? That they are a jerk? That prospecting doesn’t work? As humans we are meaning making […]