Determining where to focus your time and energy — “Do I have what it takes to be extraordinary, or just ordinary?” I believe that every single human should ask themselves this question regularly. And we should ask this question for two simple reasons: To prioritize and to provide clarity. We’ve all heard the story that it takes +10,000 hours…

3 simple steps to stay positive when your day is looking like a disaster — What do we do on days when everything is going wrong? You know, those days that we all have — where you wake up and you just feel off. Where you can’t seem to find the motivation to get to work. …

As a Sales Rep, never feel bad about making calls. Here’s why: — Sometime’s I struggle making calls. It’s not fun. It’s not sexy. And most people don’t pickup — they just don’t. It’s the honest truth. Yet it is my job to keep calling them, to put them through my process, and it doesn’t matter how I feel. …

My thoughts on waking up early — 5 am, my alarm goes off. I roll over, get out of bed, cross my room, and turn it off. A quick flick of my finger instantly turns the lights on, blinding me momentarily. It’s go time. This has been my morning experience for the last two weeks. …

A reflection on the first few chapters of To Sell Is Human — Everyone is in sales now — Everyone. According to the 2012 U.S. Bureau of Labor stats, 1 out of every 9 business persona is in sales. …

My Weekly Sunday Recap — What I’m Learning: One cool thing I learned at work last week was how to make better calls. Coming into week 1 Coming into my first week of making calls, I was a little apprehensive. Will I be good at it? Will I get anxiety? If I get anxiety, how will I manage it? What is the…

A critical insight gained from a LinkedIn Sales Course — Treat your discovery calls like a doctor visit. A doctor doesn’t bombard a patient with a pitch stating everything he can do. He doesn’t talk about the medications he prescribes and asks which one might apply to you. Instead, a doctor sits there and listens to you. He asks you questions about your problems and your pains. He learns when they started, what triggers them, and how often they occur.

“They might be your 100th customer, but you are their first barista.” — During my time working for Starbucks, I learned a timeless lesson: to treat every interaction, every opportunity, and every situation as if it was the first one you’ve had. They embodied this in their saying, “They might be your 100th customer, but you’re their first barista.” This insight — this…

Lessons learned from Sales Professionals — Every salesman runs into clients who are adamantly “Not Interested.” Here are 4 ways professional salespeople handle those prospects: A mirror — mirror back the prospects phrase, but do it in a questioning tone. Suddenly, “I’m not interested!” becomes, “Not interested?” …