Salespeople Need More Testimonials

I’ll begin today’s discussion of testimonials by introducing the term, “herd mentality.” It is defined as “the tendency of the people in a group to think and behave in ways that conform with others in the group rather than as individuals.” This phenomenon occurs in...

Redefine Your Networking Thinking

I (Doug) was told the following story and am sharing it to jumpstart this networking conversation: Complaining about how the boss was encouraging everybody in the company to get out and start networking, one salesman was grumpy and turned to another one and mumbled,...

Planting Seeds Grows Service Leads

Nearly twenty years ago in the division of a large services company where I was a sales coach, one fellow had been the top salesperson for ten straight years. I made it a point to get to know this guy and eventually convinced him to tell me his story for a cameo...

Sales Prospecting During the Holidays

As blue-collar commercial services salespeople, of course December is a difficult month to prospect. It’s the year-end and people are trying to close out things and call 2023 a wrap. Employees at every level are away from the office, taking their final vacay days...

December Drudgery Resembles Gravity

I hope you had a fantastic sales year and made a bucket of money, and plan to take some well-earned time off during the holidays. The bad news is that most salespeople aren’t in that position. They are scrambling to find some folks to talk to during December in hopes...

Open an Adoption Agency

113,918 foster children are currently eligible for adoption. That number has remained roughly consistent for the past five years. Before you become alarmed and stop reading, take a breath. I’m not suggesting that you literally adopt foster children (although that...