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I wanted to title this article, “The Sales Secret They Don’t Want You to Know About.” The problem was twofold: first, I didn’t know who “they” were, and second, it sounded too clickbait. T…

I wanted to title th…

I wanted to title this article, “The Sales Secret They Don’t Want You to Know About.” The problem was twofold: first, I didn’t know who “they” were, and second, it sounded too clickbait. There are a hundred articles like that each day on LinkedIn. Doesn’t mean this post won’t be some of the best sales advice you’ll ever read. Throughout my career, I have been praised for my prompt responses to requests, whether they were from email, phone, or cuneiform (my posts are multi-dimensional and educational). At first, I thought it was weird (it still is), I mean, I was doing my job…

I’ve talked and written so much about how a teacher’s skills are transferable to a great sales career. Here are some examples of the parallels between the classroom and selling… Selling Ideas in…

I’ve talked and wr…

I’ve talked and written so much about how a teacher’s skills are transferable to a great sales career. Here are some examples of the parallels between the classroom and selling… Selling Ideas in the Classroom Example: A history teacher “sells” the importance of studying past civilizations by creating engaging stories, debates, or simulations. They’re persuading students to see the relevance of the subject and invest their attention. Sales Parallel: Much like a salesperson presenting the value of a product to a customer, teachers must frame their content in a way that connects to th…

You’ll see dozens of threads on LinkedIn about the importance of finding a prospect’s pain. Pain Pain Pain! They aren’t wrong but that thinking is missing a huge opportunity for salespeople. Ins…

You’ll see dozens …

You’ll see dozens of threads on LinkedIn about the importance of finding a prospect’s pain. Pain Pain Pain! They aren’t wrong but that thinking is missing a huge opportunity for salespeople. Instead of just focusing on, “Is there a problem or challenge that my product or service can help with?” keep an eye and ear out for, “Is there an opportunity where my product or service can help capitalize on?” The best one is if your product or service can help your prospect open up new revenue streams. Prospects are always going to be excited about ideas to create new revenue. Plus a co…

As my fans (both of them) know, I am a big believer in the ability of creating your own sales job. I did it a couple times in my career and have a course that will teach you how to do it yourself…gu…

As my fans (both of …

As my fans (both of them) know, I am a big believer in the ability of creating your own sales job. I did it a couple times in my career and have a course that will teach you how to do it yourself…guaranteed! So it goes without saying that I am always looking for stories about others who have created their own sales job. Earlier this week I learned about Zoreen Kabani who started out in Finance but realized that’s not what she wanted to do as a career. She wanted to do something creative. What I loved about Zoreen’s story is that she didn’t create a job and then ‘sell’ it to an esta…

One of the reasons I chose to evangelize about sales careers when I retired is the wonderful life a career in sales gave me. When I was at the lowest point of my life, a new sales job allowed me to re…

One of the reasons I…

One of the reasons I chose to evangelize about sales careers when I retired is the wonderful life a career in sales gave me. When I was at the lowest point of my life, a new sales job allowed me to rebuild my life, and go on to help others.  A job in sales is the one job that you can land, even if a company isn’t hiring! It’s also a career where you can actually go out and create your own sales job and then ‘sell’ it to the company of your choosing. I know what I speak of, I did both of these things during my career. There is a national movement called Reentry 2030 which is a national…

In my last post I talked about the importance of writing, this time I am going to talk about a vastly underutilized technique to be a great salesperson. Interviewing. No, not that interviewing, the on…

In my last post I ta…

In my last post I talked about the importance of writing, this time I am going to talk about a vastly underutilized technique to be a great salesperson. Interviewing. No, not that interviewing, the one where you ask the questions! Know who this guy is?  You probably don’t, but you sure the hell know his movies. Judd Apatow is one of the greatest comedy writers/producers in history. Some of his masterpieces include: Anchorman Talladega Nights Bridesmaids Step Brothers OK you get the idea. Know how he got his start? By interviewing comics in high school. He worked at the high school radio …

Why Writing is Crucial for Salespeople There are so many hacks and frameworks and “tips & tricks” for salespeople, sometimes the obvious gets overlooked. In today’s digitally-driven world, writi…

Why Writing is Cruci…

Why Writing is Crucial for Salespeople There are so many hacks and frameworks and “tips & tricks” for salespeople, sometimes the obvious gets overlooked. In today’s digitally-driven world, writing is an indispensable skill for salespeople. It is not just about pitching a product or service; it’s about crafting compelling messages that resonate with potential customers and drive them to take action. Here’s why writing is so important in sales: 1. First Impressions Matter Your initial communication with a prospect often happens through written mediums such as emails, LinkedIn messages,…

I saw a question posed, “What is a healthy unemployment rate?” The answer was between 3 and 5%. Today (July 9. 2024) it stands at 4.1%, which is allegedly healthy, but tell that to the 6 million a…

I saw a question pos…

I saw a question posed, “What is a healthy unemployment rate?” The answer was between 3 and 5%. Today (July 9. 2024) it stands at 4.1%, which is allegedly healthy, but tell that to the 6 million adults who can’t find a job.  You might have also heard about all the jobs that go unfilled, that “Nobody wants to work anymore.” That’s such BS, nobody wants to work at crappy low paying jobs. According to the Bureau of Labor statistics, the industry with the most openings is…Education. Yeah I wonder why?  When you have right-wing extremists harassing teachers and siphoning off tax dol…

I have been fortunate to be a guest on numerous podcasts evangelizing about sales careers and careers in general. I also often get to speak about my other project on homeless initiatives. This post ho…

I have been fortunat…

I have been fortunate to be a guest on numerous podcasts evangelizing about sales careers and careers in general. I also often get to speak about my other project on homeless initiatives. This post hosts the links to each of those podcast recordings. I know I make an amazing guest and offer life altering advice, just don’t make a big deal about it, OK? Pandora’s Awareness Podcast with Asher – May 3, 2024 Digital Trailblazers with Leah Getts – May 16, 2024 SalesTV.live with Rob Durant – June 4, 2024 The Price of Time with Luke Tatum – June 19, 2024 The School of Heritage with TOPPE…

It’s always been about me! As I have spent that past year-and-a-half evangelizing about sales careers, I get to share my motto, I didn’t selling anything, I figured shit out. Sometimes, depending …

It’s always been a…

It’s always been about me! As I have spent that past year-and-a-half evangelizing about sales careers, I get to share my motto, I didn’t selling anything, I figured shit out. Sometimes, depending on the audience, I would have to clean it and substitute “stuff” for “shit” but everyone got the idea. I would go on and say that I never convinced anyone that they needed my service to deliver hands-on labs for software training. Instead, I found those who were already in the market and convinced them I was the best option. Not my product. Not my company. ME! Lord William Steele Becker II…

I have always been a proponent of never applying online, talking to a recruiter or HR. All those routes are just ways to weed people out, in essence all they can say is, “No.” Applying online (AI …

I have always been a…

I have always been a proponent of never applying online, talking to a recruiter or HR. All those routes are just ways to weed people out, in essence all they can say is, “No.” Applying online (AI bots), Recruiters, Hiring Managers, etc. don’t know anything about how sales works, why would you leave your future in their hands?!? I also talk a lot about being unemployed and underemployed, even making a case that being unemployed is better mentally. If you don’t have a job, at least you have hope that once you do land a job, everything will be OK. If you are underemployed, busting your as…

Sahil Bloom recently had a Twitter post (see below) that spoke volumes to me…it was about things he wished he knew about sooner concerning work. Each of those 9 points were brilliant, but I want to …

Sahil Bloom recently…

Sahil Bloom recently had a Twitter post (see below) that spoke volumes to me…it was about things he wished he knew about sooner concerning work. Each of those 9 points were brilliant, but I want to focus on #6…cause that was literally my motto. I always said, I don’t sell anything, I figure shit out.  I didn’t try to convince anyone they needed my service, instead I found prospects who were already in the market and showed them why I was the best option…even more so than the company I worked for…by figuring shit out.  That’s what a lot of sales is about, especially Enterprise s…