Sales Tips


Can Mountain Biking Teach You How to Sell?
17 Nov 2016

Can Mountain Biking Teach You How to Sell?

(from left, Simon Lawton, Andrew Carges and author – Duthie Hill Park) Early this fall, my friend Andrew Carges and I spent a day with Simon Lawton (the owner and chief instructor of Fluidride) to work on our mountain bike skills. Simon spent 16 years as a professional rider and today teaches advanced riding techniques to current pros and average Joes, like Andrew and I....

Read More


Is Social Selling Worth the Effort?
05 Nov 2015

Is Social Selling Worth the Effort?

Barb Giamanco, a sales trainer and author of a popular sales blog recently wrote “Why I’m Over Social Selling”. She makes the point that there’s just too much “noise” out there and that social selling is at best a “tool”. In her opinion, this “tool” is being over-hyped and misused. But what about the highly touted Linkedin stat that social sellers are 51% more likely...

Read More


How to Leave a Fantastic Interview First Impression (HBR Research)
01 Oct 2015

How to Leave a Fantastic Interview First Impression (HBR Research)

The January 2015 Harvard Business Review article – Managing Yourself – A Second Chance to Make the Right Impression – shares the science and the thought processes that go into how first impressions are made. The point of Ms. Halvorson’s article is show us how to give yourself a second chance if a first impression is wrong. My interest in her article was to learn...

Read More


The Most Important Part of an Effective Sales Presentation
03 Sep 2015

The Most Important Part of an Effective Sales Presentation

Despite hours of preparation I often find myself feeling anxious the day before a big presentation.  Did I include the right information? Should I take out slide 7? Is my message on point? I know this isn’t an uncommon feeling for sales professionals.  Personally I’m okay with pre-game jitters but I’m not ok with losing.  Especially losing on a deal that I should have won.  With...

Read More


How to Get Your Voice Messages Returned
02 Jul 2015

How to Get Your Voice Messages Returned

One of the key skills in sales is the ability to break into an account.  This holds true whether we are talking about prospecting to new accounts or penetrating deeper into existing accounts.  And yet most (yes most) of the sales professionals that I interview aren’t very good at leaving compelling voice messages. This begs the question as to what constitutes a great voice message...

Read More


Perfecting Your LinkedIn Brand to Hire, Get Hired or Sell More (Part 2)
15 Jan 2015

Perfecting Your LinkedIn Brand to Hire, Get Hired or Sell More (Part 2)

This week’s blog will wrap up our 2 part series on LinkedIn Branding.  In Part 1 I shared 5 Goals for your LinkedIn Profile or Company Page.  In Part 2 below, I’ll delve into how to achieve these goals. Before you begin it’s important to understand exactly what your personal brand or your company’s hiring brand should be.  To quote a veteran of the advertising...

Read More


How to Use LinkedIn to Hire, Get Hired or Sell More (Part 1)
08 Jan 2015

How to Use LinkedIn to Hire, Get Hired or Sell More (Part 1)

With the New Year upon us it’s time to get to work on our resolutions.  According to most polls the top 2 resolutions are to get in shape and get a new job.  To that end, I’ll be sharing a 2 Part series targeted at understanding and improving your online brand.  I’ll also be including tips for hiring managers looking to grow their team as...

Read More


13 Common Linkedin Profile Picture Mistakes
25 Sep 2014

13 Common Linkedin Profile Picture Mistakes

TheLadders posted an excellent article on how your profile picture could be undermining your career search. You can find the article here. These same tips hold true for an even more important property, your Linkedin Profile. Having personally viewed far too many Linkedin Profiles in my search for sales superstars; I can testify to the importance of a professional and appealing photo.  It conveys that you...

Read More


Linkedin Profile Tips to Land Your Dream Sales Job
18 Sep 2014

Linkedin Profile Tips to Land Your Dream Sales Job

Often landing that dream sales job begins by simply getting noticed and I have a few Linkedin Profile tips to help make that happen. Even if you’re getting more attention from sales recruiters on Linkedin than you’d like; it might be from the wrong ones. Serious sales recruiters, the ones representing A level opportunities, are selective in who they approach. They (and their clients) see...

Read More