Anxiety is a bitch. And it's amazing how much of it we create for, in, and by ourselves. I was thinking about this because as I'm about to become a new father I'm getting asked two questions a lot: Are you ready? Are you nervous? And the answer to both of those questions is "no". Stop Creating Stress Now, believe me, I'm trying like heck to get ready. I'm actually writing this in my home office/half-set-up-nursery. And yes, I definitely have moments where I dive down the rabbit-hole of what-ifs and hypotheticals. But I also hear from a lot of people that you can't really be ready for parenthood until you're thrust into … [Read more...]
How a Sales Script Will Make You A Better Sales Sherpa
"If you want to be a successful Sales Sherpa™, you have to be comfortable using sales scripts." That statement might sound counter-intuitive considering the modern sales environment is increasingly complex, information-saturated, and every-changing. But that complexity in fact drives the value of sales scripts. You shouldn't be "winging it" constantly. Scripting parts of your sales process allows you to engage more meaningfully with your prospects and customers. Instead of spending your time trying to figure out what to say, you'll spend it focusing on the person you're talking to. Why Sales Professionals Resist Scripts When … [Read more...]
Use the Right Words to Make Your Point
The Life Lessons Hidden in Road Construction
There's an old running joke about Chicago weather: "There are two seasons in Chicago, winter and construction." I thought about that as I drove up to see my family in Milwaukee. I went through four road construction zones during the trip that covered almost a half of the 80 mile drive. Road Construction Parallels Yes, it is super-annoying to go through that much construction. But it's work that has to be done (usually). It made me look at some similarities between road work and our professional and personal lives. 1. Maintenance is a part of the game. Entropy and wear is a real thing. Potholes spring up and concrete loses its … [Read more...]
Do the Right Thing Now
Take Advice With Many Grains of Salt
The Data Has Spoken: The 6 Sales Skills You Need to Stay Relevant in 2019
The skills that Sales Sherpas™ need to guide their customers through their buying journey are much different from what drove success in the past. The future of the sales profession seems to be changing daily. New technology and rapidly changing customer needs are combining to reshape the foundations of the success as we move into the heart of the 21st century. So it begs the question: How can you stay relevant and excel as a sales professional? What skills will keep you on the path to success? Luckily, the LinkedIn 2018 Emerging Jobs Report that came out at the end of 2018 has some answers. It makes a compelling case that … [Read more...]
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