Bryan Neale

I’m in a Starbucks right now. I don’t drink coffee, but the person I’m meeting does, so here we are. For breakfast I ordered Starbuck’s PERFECT oatmeal. I don’t know exactly how long they’ve had it on the menu; I think it was new in late summer. I’ve had it 8 or 10 times now. [...]

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This situation occurs in about 1 in 3 sales training sessions I conduct. It’s one of my favorite (not really) things to hear from salespeople:
I GOT THE VERBAL!
You got the verbal? You got nothing.
If you’re a professional salesperson, you probably already know this. If you’re new or struggling, here’s the tip:
IT’S NOTHING UNTIL IT’S SOMETHING.
Deals [...]

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I have four kids. Their ages are: 6, 4 ½, 3, and 1 ½. If you’re looking to relax in peace and quiet, stay outside of a 50-mile radius of my house. I love my kids dearly. One of the attributes I love most about these little munchkins is their pure, unadulterated, naked curiosity.
My [...]

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Typewriters.
Seen one lately? Used one in the last 11 years? The answer above is “probably not.” If you had polled an audience in the 1960’s and asked if they thought typewriters would someday be “extinct,” I’d suspect the vast majority would say, “NO WAY. How could we ever live without typewriters?” And here we sit [...]

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Unless you’ve been hiking in Manitoba Canada or trapped under something heavy, you likely heard that John McCain picked his vice presidential running mate—Sarah Palin, the 44-year-old governor of Alaska. Gov. Palin is a no-nonsense “normal” person. Not famous. Not wealthy. Not Harvard or Yale educated. She’s a self-described “hockey mom” who started her political [...]

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If I Had a Million Dollars–this is not only a great song by Barenaked Ladies, but also a predominant thought of many highly commissioned salespeople.
In the “money” portion of our sales training programs, we often ask the question: “who wants to double their income?” or “who wants to make a million dollars this year?” It’s [...]

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I can’t stand when people don’t take accountability for their outcomes. Sales managers, I don’t know how some of you do it - listening to excuse after excuse after excuse after excuse…you get the picture. I know many CEOs want nothing more than to create a more ACCOUNTABLE work team. But no one has seemed [...]

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I’m sure many of you have struggled at some point in your sales career to find the contact information of a key prospect. Think about this situation. Your manager asks you to contact the CIO of a major insurance company. You know the guy’s name and company, but that’s it. Your likely strategy: cold call [...]

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by Bryan Neale
We got a lot of response to our blog about Occam’s Razor and how to apply it in developing a referral system for salespeople. I thought I’d continue the conversation and give you some more ideas for establishing a referral network that actually feeds you good, qualified leads. (Remember, William of Occam said [...]

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