Like anyone in sales trying to make something happen, I've been hearing this word a lot lately. And every single time, after 40 years, I am still genuinely surprised. A healthy mindset toward NO is always required: Not taking it personally (rejection of the offer, not you) and viewing the NO as a "not right now". Every single NO takes you one step closer to a YES. Sales Hero Maxim #7 - "Everyday is a Presentation" challenges us to constantly assess and evaluate our effectiven

Sales Hero Maxim #2 - "Anything worth achieving requires Effort." This seems self-evident; however, the level of Effort put forth on critical aspects of Sales and Life would suggest otherwise. Nothing positive happens on its own. Or by a shortcut. Or a "hack". (I hate that word and concept) What happens to and for us is a result of our level of Effort as well as our consistency in that Effort. Showing up and putting in the reps. If things aren't going exactly as youwould like

Besides the title of my book, this idea represents the unusual (and unlikely) combination of two aspirations. Sales: A set of activities around and ultimately resulting in the exchange of money for goods and services. Hero: The main character in a story who typically embarks upon a journey, overcomes obstacles, and achieves a significant goal, often for the benefit of others. If this feels a little uncomfortable, it's because this perspective will require something of us.

Sales Hero Maxim #6 - "Today is the most important day of your life." (Keep in mind Maxim #1 - "it's ALL BS until you believe it for yourself") Today is your best chance to impact tomorrow. To say that there is nothing we can do about the past and that the future is uncertain is so obvious it seems trite. And yet... It seems we do need to be reminded of that constantly. When would be the best time to consider and take action on an area of your Personal Life or your Professio

Without a doubt, the major imperative in sales for each of us is to "get good!" However, that "good" can become our greatest challenge and risk. Not necessarily the "good that's the enemy of the best", but rather the good that is fleeting and obscures "the next". No matter who or where you are, there is always another level of growth and development, and if you aren't moving forward, you are moving backward. There is no such thing as remaining still. Today's success can e

Sales Hero Maxim #3: Sustainability in Sales requires all parties involved to Win. Everyone would probably nod their heads and agree easily enough (though I NEVER trust head nodding). Every customer complaint, poor review, uncomfortable interaction, and possibly even job loss means someone didn't win. So, the challenge becomes understanding and addressing the fact that "winning" can mean something different to each party. For the Salesperson - easy enough, make the sale,

What to do? We are inundated daily with decisions - according to data, an average adult is estimated to make 33-35K decisions a day. The problem is treating all of these decisions as equal when some carry much greater risk/reward potential . Sometimes, for important decisions, the safest choice seems to be to do nothing at all. Rarely is that the case. Doing nothing can be much riskier than doing something. The Uncertainty keeps us from moving, Every single meaningful

Bias is a pre-formed opinion, rooted in certainty . Since nothing is certain (literally nothing), this creates many problems. It is a stone-cold killer for salespeople and their careers. There is one instance where Bias is appropriate . The best salespeople, entrepreneurs, executives, and investors that I have ever met all share this Bias. It is a Bias toward Action. Making something happen - instead of waiting for something to happen. Proactive Motivated Dynamic Sales He

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