Category: Uncategorized

  • 7/7/2025-100 calls and emails before 9am

    Daily Quote

    “Thinking about a prospect does not qualify as prospecting.” Your Manager

    SKILL

    Welcome back to the jungle!

    Maybe you arose this morning, roared like a lion, and proclaimed: “I’m gonna crank out ONE HUNDRED emails and calls this morning!”

    If so, fantastic. Good for you!

    BUT…be careful not to get bit by the Derailer Bug (…nasty things). They hatch in droves after long holiday weeks.

    Go back to that feeling you had when you first opened your eyes and re-ignite your enthusiasm for starting the week strong.

    DO

    Today, decide to prospect….with intention!

    Call prospects. Email prospects. Call clients who will introduce you to people you need to see in their org. Do anything and everything that counts for prospecting.

    Even if it’s for 30 minutes…prospect today.

    Do you know how good you’re gonna feel when you score a meeting with someone on your VIP Top 20 list?

    Swat the Derailer Bugs and get a new meeting…or two. Or three.

    OOMPH

    Do you need help with your focus? (Of course you do….we alllllll do.)

    In this incredibly hypnotic Ted Talk, the Swedish world champion precision shooter Christina Bengtsson will inspire you to develop the crucial skill you’ll need today – and the rest of your selling career – to consistently succeed.

    Focus.

    Focus is simply about choosing the right thought amongst thousands of thoughts,” says Christina.

    For today, your focal thought is…PROSPECT!

  • 7/5/2025-Mindfulness/Self Care

    Daily Quote

    “Almost everything will work again if you unplug it for a few minutes. Including you.” Anne Lamott

    SKILL

    Congrats, it’s mid-summer and you have a tan! The stress is at bay this week because, of course, it’s the Independence Day lull.

    But even though you’re chillin’ right now – either at the lake, or in your backyard – today is a perfect day to work on your weekend mindfulness practice.

    There’s not a person on earth who enjoys stress. And don’t kid yourself…nobody’s perfect at managing stress. Not even you.

    DO

    Make today the first day of your ’25 second-half stress management commitment.

    Stress doesn’t just slip away because you wish it to be gone…it has to be physically and mentally displaced.

    Workouts are good, hikes are great, lunch with friends is wonderful….but so too is quiet time. Today, pick any or all of that, but do something mindful that starts a habit you can keep with for 51 more weeks.

    OOMPH

    Perhaps this intoxicating 25-seconds at the beach visit will launch you into a mindfulness activity of your choice.

    Whatever you choose, remember to focus on HOW MUCH OF A KILLER SELLER YOU ARE, and forget the stress from the job. It’ll come back soon enough.

    Today, it’s about you and doing what you need to do to build yourself back up for the second half!

  • 7/4/2025-Happy Independence Day

    Daily Quote

    “For to be free is not merely to cast off one’s chains, but to live in a way that respects and enhances the freedom of others.” Nelson Mandela

    SKILL

    For Americans, today is a big celebration of independence. And if you’re not an American, today is still a good day to celebrate independence…sales independence.

    Mostly, sellers are independent operators.

    Sure, you work for a company, but it’s your territory…and your clients. And while you receive a regular paycheck, you make decisions independently of other influences.

    Despite a few company mandates and select protocols, how you approach the nuances and details of selling to your list is pretty much up to you!

    Here’s to independence!

    DO

    Today, reflect and appreciate the power and privilege of your independence as a seller.

    If you have a few BFFBs (BFF Buyers), send ’em a quick text today…throw in some exploding fireworks if you’re so moved.

    Your customers may think you’re merely acting patriotically, but symbolically, you’re celebrating the freedom you feel and cherish about your sales career.

    OOMPH

    If you were expecting a link here to a stirring rendition of “Stars and Stripes Forever” (with exploding fireworks)…well…sorry to disappoint you.

    Instead, allow Nathan’s hot dog-eating champ, Joey Chestnut, to gross you out with highlights of one of his epic July 4th wins.

    Joey wasn’t in last year’s contest because – wait for it – there was a contract dispute with event sponsor Major League Eating (yup), over his partnership with Impossible Foods…a competitor to Nathan’s. (Uh-huh.)

    Happy 4th.

  • 7/3/2025-Didya kill Q2? How’d ya do it?

    Daily Quote

    “Do not focus on numbers. Focus on doing what you do best.” Cassey Ho

    SKILL

    YES…Cassey’s right.

    You’ve heard the same thing here on MSD with this mantra…

    “Manage your performance, not your results!”

    While your manager cares most about whether or not you hit your Q2 number, your appraisal needs to also focus on your performance (your behaviors, actions, reactions, and urgency)!

    In that light, how was your Q2 performance?

    Yes, hitting your number is super important, but it’s not the only reason you get up early each morning.

    DO

    If you look in the mirror and are bold enough to admit you didn’t do your best in Q2, congrats on the honesty.

    Now it’s time to face the music: why wasn’t your effort 100%?

    After you compile your list and make some conclusions, confer with a peer or your manager to get their thoughts on what you could have done differently. Then, put together a plan to fix it.

    If, however, you did your best in Q2 and the numbers showed it, congrats…and may your bank account swell accordingly!

    OOMPH

    This freaky YT Short explains what happens when you stare in a mirror for too long. Apparently, some dude attempted to do it for 10 hours straight and found out it can mess you up. (GTK!)

    Staring into the sales mirror won’t take 10 hours, thank goodness. But you do need to have an honest convo with yourself about your Q2 behaviors and actions.

  • 7/2/2025-Feeling the holiday week yet?

    Daily Quote

    “Most of us spend too much time on what is urgent and not enough time on what is important.” Stephen R. Covey

    SKILL

    There’s nothing like the feeling of a holiday week, right? It feels like you got a hall pass and can take your foot off the gas a bit.

    But wait…even though more oxygen is getting into your lungs during weeks like these, you may want to rethink how hard your foot is pressing down. It’s still a work week…not all of your buyers are on holiday.

    Use the feeling of lightness this week to your advantage…work on your Q3 strategic initiatives and non-rev goals. They don’t age like fine French wines; they need attention.

    DO

    As you know, success in The Sales Life – your Sales Life – is contingent on you being great at a lot of things. Those “things” (skills, actions, behaviors, etc.) can be organized into two buckets: tactical and strategic.

    Most weeks, you over-index on the tactical side of the ledger. This “slow” week is an ideal time to focus on the strategic stuff like these items…

    1. Revise your Q3 goals; chart your progress and edit your action plan.
    2. Start creating your Q4 goals.
    3. Work on the strategic initiative that has drifted to the bottom of your list.

    OOMPH

    If you prefer to keep it light and Celebrate Good Times this week, at least be productive by learning a few basic dance moves to the classic Kool and the Gang song.

    But if you decided to charge hard this week, perhaps this 1-minute escape will bring a smile to your face!

  • 7/1/2025-Happy Q3! …now go kill it!

    Daily Quote

    “It’s what you do in the present that will redeem the past and thereby change the future.” Paulo Coelho

    SKILL

    The best thing about the sales year is that there’s a new race every 90 days! Even if you slayed it last quarter, well…guess what? You get another shot at it this quarter. (Yay.)

    It’s Day Two of a new quarter, and that brings more opportunities and more dreams.

    Regardless of what your account planners say about your Q3 strategies, and no matter where you currently are against quota, it’s smart to start the quarter focusing on your number one tactic: GET PITCH MEETINGS on the calendar.

    DO

    Since you’re obviously filled with vim and vigor today, you can handle two DOs:

    1. Put on your strategy hat and dust off your Q3 account planners. What have you recently learned about your target accounts that affects your Q3 selling?

    2. Change into your tactics hat and update your Top 20 VIP list so your KDM prospecting efforts are aligned with your strategic learnings. Contact all 20 of them this week!

    Holiday weeks give you the space to be tactical and strategic.

    OOMPH

    Which dock-diving dogs in this Short represent you for your Q3?

    Are you gonna get after it like most of the dogs you see….?

    …or are ya gonna meander up to the line, sniff the water a bit, and think about it more?

    (It’s obvious which dogs have a higher chance of hitting their Q3 number, eh?)

  • 6/30/2025-“I thought that buyer LOVED me.”

    Daily Quote

    “Make friends first, make sales second, make love third. In no particular order.” Michael Scott (The Office)

    SKILL

    “I don’t get it…we had a rip-roaring time right before Memorial Day, but the buyer’s been a ghost since then.”

    Yeah…it happens.

    Sometimes, you catch one at the right time, share a few yucks, and you put it in the “connected” column. Other times, pffft… evaporation.

    Here are a few relationship-building truths:
    1. Nobody owes you anything in exchange for a few drinks or a game.

    2. Having the same dog breed as a KDM buys you something, but not a lot.

    3. Always bring the value…even when you’re in social selling mode. “Connecting” plus “value” is hard to beat.

    DO

    Think about upcoming customer interactions. Whether you’ll be at a bar, on the course, at a conference, writing an email, at a cafe, pitching for the first time – no matter where or what – focus on bringing the value. (BTV!)

    Value = industry insights, competitive info, value prop enhancements, a service story.

    Push yourself to figure out what “value” means for your mate, whether you’re in the mosh pit or at a cafe.

    It’s not just your charming personality that builds relationships; it’s what you do to make your customers’ lives easier that makes the difference.

    Say it aloud: “Bring the Value”! (BTV!)

    OOMPH

    Quick, what’s the opposite of value selling?

    Manipulative hucksterism???

    Sure, go with that. And it’s on perfect display in the movie Tin Men, a sleeper comedy featuring the sleazy lives of door-to-door aluminum-siding salesmen. (Yes, aluminum-siding.)

    Watch this fun clip to see what it looks like to NOT sell value.

  • 6/28/2025-Mindfulness/Self Care

    Daily Quote

    “Deep summer is when laziness finds respectability.” Sam Keen

    SKILL

    Honor yourself first during this time of the year.

    Don’t let stress dictate the terms. You can control the stress with a bit of extra thought and planning.

    Every seller on the planet is exhausted this time of the year…you’re no different. You left it out on the field (as “they” say).

    So factor in Me Time and slow it down.

    DO

    Meditate.

    Go for a walk.

    Nap with your dog or cat (or both).

    Or, just sit in your backyard and play chess on your phone.

    GET SELFISH!

    OOMPH

    Perhaps this beautiful tale will urge you to “let it go” today and “just be.”

    The Sales Life is haaaaard, as you know. You’re red-lining your engines during the week, and then all of a sudden it’s the weekend. Stopping, let alone slowing down, is hard.

    But you must slow down. Today… slow down.

  • 6/27/2025-On this day, Jaws, the movie!

    Daily Quote

    “You’re gonna need a bigger boat.” Roy Scheider as Chief Brody in Jaws

    SKILL

    On this day in 1975, the movie Jaws was released in movie theaters. (Cue the haunting music.) For many, Jaws is still in their minds when they dip into the open waters.

    Forget the beach a sec…you ready for some numbers?
    1. The original movie won 3 Oscars.

    2. It took $7 million to make and grossed $478 million (nice!).

    3. 695,539 IMDB folks give it an 8.1 rating out of 10 (super solid).

    So why is that big, bad, fictional shark important to you, you revenue beast?

    Not sure! …it’s Friday in the summer. You deserve a mini break from the skills and habit reminders.

    DO

    To get you ready for an upcoming beach vacation, watch Jaws tonight or over the weekend.

    With all the apps and drones patrolling our beaches, there’s no reason to fear the waters this summer. Besides…Jaws died in the movie. (So Did Jaws II.)

    Jaws is one of the classic top movies of all time—see it again if it’s been a while (it holds up), or see it for the first time and enjoy the authentic terror.

    OOMPH

    You won’t be getting a video snippet from Jaws to snack on here. The movie works best when you watch it from beginning to end.

    Instead, enjoy this Short featuring Director Stephen Spielberg’s reaction to first hearing composer John William’s haunting and recognizable musical refrain that cuts through time.

  • 6/26/2025-Did your competitor have a good Q2?

    Daily Quote

    “The entrepreneur always searches for change, responds to it, and exploits it as an opportunity.” Peter Drucker

    SKILL

    Do you think ALL of the companies that received money from your clients in Q2 nailed it?

    Of course not.

    Many of them botched something or another with your target accounts. In fact, right this second, one of your buyers is ticked off at one of their vendors…YOUR competitor.

    It’d be a shame if you didn’t try to capitalize on that opportunity.

    Whether you do formal QBRs with your key clients or not, use the end of Q2 to survey them and uncover the truth about who is performing strongly and who has mud all over their faces.

    DO

    Today, practice how you’ll get your buyers to open up and share insights about your competition.

    Write these two questions down:

    1. “Hey, who’s nailing it for you these days?”

    2. “So, which vendor killed it for you in Q2?”

    The next opportunity you get, start with one of those two questions because asking “Who messed up for you this quarter?” won’t get them talking.

    Your job isn’t to persecute your competition, it’s to gain insights and get your buyers to crack the door open with intel. The door never opens on its own.

    OOMPH

    There are many paths you can make to ink a deal.

    Sometimes, you move them down the funnel perfectly; other times, you close a deal because another vendor screwed up and you’re next in line.

    Don’t wait to be next in line…position yourself next in line.

    In this TED Talk, “Don’t Believe Everything You Think,” Lauren Weinstein encourages you to keep your mind open to various business moves and approaches.