A study by the University of London found that multitasking is bad for your brain (and can even tank your sales career!). The study showed that multitaskers experience an IQ decline similar to those who have stayed up all night. And why do people multitask? Because they lack routine. Plain and simple. If you’re…
Imagine being in the dating world and hitting brick walls everytime you asked a girl or guy on a second date. Rejection after rejection. Wouldn’t you want to get to the bottom of it? Maybe it’s your breath? Or maybe you talk about yourself too much. Well, you wouldn’t know why you’re coming up short…
Warren Buffet once famously said, “The more you learn, the more you earn.” And this is one of the biggest truths in sales. It has always been true, and it will always be true. But the difference is that today we have a limitless amount of resources at our fingertips. From e-courses to business…
For most salespeople, prospecting is their least-favorite part of their job. It’s the fear of the unknown and uncertainty. So don’t feel bad if prospecting gives you anxiety. It’s like waking up each day and having to “fish” for your meal, not knowing whether or not the fish are biting — or if there is…
The Harvard Business Review doesn’t mince words when it describes the gatekeeper’s function. “By controlling (literally keeping the gate open or shut for) information and, sometimes, vendor access to corporate decision makers, the gatekeepers largely determine which vendors get the chance to sell.” In other words, love them or hate them, gatekeepers play a…
If you’ve ever listened to Tony Robbins, you know he’s all about fundamental mindset shifts to achieve peak performance. He also talks a lot about hacks — whether it’s lifestyle hacking, biohacking, efficiency hacking, or growth hacking. And there’s a reason why the number one motivational speaker in the world (Robbins) gets on his…
Need a pick-me-up? Try smiling. Want to persuade others. Try smiling. Looking to book more meetings with c-level executives? Yep, you guessed it — try smiling. Studies have shown that smiling has a whole range of positive effects on the brain, body, and emotional well-being. So it’s no wonder smiling has become a go-to…
Dr. Kessler, a professor at Harvard Medical School, says “The goal in life is constant hypomania: you never sleep too much; you’re on; you keep going.” (Source) A hypomanic person is someone who is “abnormally upbeat, jumpy or wired.” They have increased activity and energy. And they have an “exaggerated sense of well-being and…
A sales development representative (SDR) is responsible for generating pipeline, usually by cold calling C-level decision-makers. Their main responsibility is to get qualified sales meetings on the calendar. Easy, right? Well, it’s not hard to make money as an SDR. Just show up, put in some effort, and you’ll do all right. But…
The 2022 World Cup is in full swing, and the U.S.A. national men’s soccer team gave it a valiant effort. Let’s learn what we can take away from the performance and use to succeed in sales. Specifically, let’s dissect the performance of Captain America himself, Christian Pulisic. You’ll recall that we tied Wales (strong…