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The mindset that separates elite sales teams: Everyone you meet is a potential client. At least, treat them that way — even if they aren't. Why? The world is small. Everyone knows someone. Everyone is influential to someone. Business can come from unexpected people: - Your

When networking...Focus on connection, not the sale. It's counterintuitive, but that's how you actually make sales from your networking events happen faster. (And more often.) Because you're building your pipeline on The 3 Pillars of B2B Sales, with trust as the foundation 👇

Most reps in the service trades hesitate to upsell because they think: “Oh, they’d never go for that.” “They can’t afford it.” “They wouldn’t want the upgrade.” But that’s not your decision to make. Your job isn’t to decide for your customers. It’s to present the best options

Everyone knows the old sales mantra: “ABC — Always Be Closing.” But that mindset belongs to a different era. One that promoted high pressure, not high trust. Today’s elite sales teams operate differently. Their mantra? ABS — Always Be Serving. Because when your priority is

My biggest regrets aren’t things I’ve tried and failed. (Though I’ve had plenty of those “learning experiences.”) No — my regrets stem from hesitation. Ideas I should’ve acted on… but waited. Never taking action. Then watching others flourish with similar ideas. There’s a

Founders & sales leaders: As you prepare for the week ahead, remember: Your emotions are contagious. (Whether they’re positive or negative.) Wearing your emotions on your sleeve might feel good in the moment. You might even believe it’s healthy to let it all out. “After all,

A superpower I’ve developed to reduce drama in my business (and life): Learning how — and when — to say no. I’ve built the habit of 'defaulting to no' with new potential commitments. Especially those that don’t fully align with my mission. Here’s what I say: “I really

Founders & sales leaders who build elite sales teams know this truth: When it comes to your team’s performance, you get what you expect. That’s not woo-woo motivational fluff. It’s science. In the 1960s, researchers Robert Rosenthal and Lenore Jacobson ran an experiment in a

Elite sales teams in the service trades follow this mindset religiously: (So they don't waste time with the wrong customers.) Sales is NOT about convincing people to buy. It's about finding or creating alignment between the customer's problem and your solution. No alignment?

I don't know who needs to hear this: But anything worth doing is worth sucking at it… at first. So get over yourself. That’s the price of progress. You’ll sound awkward on your first sales call. Get over it. Keep going. You'll get better. You’ll post on LinkedIn and hear

Effective sales systems don't stifle your sales reps' personalities. They give your reps the freedom to sell with their unique strengths, their "zone of excellence"...more consistently. They provide the parameters to say: "Follow this flow, but allow your 'art,' humanity, and

If you want to win people over to your point of view… stop trying to win the argument. Because the moment you come across as pushy, aggressive, or manipulative, you trigger resistance. You might get their attention. But you won’t get their agreement. When people feel

Unsolicited branding advice for home services companies: Don’t put “Affordable” in your company name. It sends one of two messages — and neither is good. 1. Too cheap = low quality. 2. “Affordable” = a euphemism for the exact opposite. (Think: Affordable Care Act.) Here’s the

Founders & sales leaders: As you prepare for this week, remember: Your team craves FAST feedback. Especially when it’s positive. So be on the lookout. Catch your sales reps "doing good." And tell them — right then. Don’t wait for a quarterly or annual review. Or even their

Sales is a game of collaboration, not competition. You only truly win when your customers do, too. Help enough customers win, and you’ll never have to chase another deal. They'll chase you instead.

Elite sales teams in the service trades understand this principle: Too much information kills deals. It overwhelms and confuses the prospect, triggering the urge to procrastinate on making a decision. Because now... - They feel uncertain. - They're afraid to make a mistake. -

Sean M. Lyden Exceptional points for the top sales coach for trades teams!

Most people approach networking trying to get others interested in them. But elite sales teams? They flip the script. They understand that networking isn’t about promoting yourself. It’s about paying attention. It's about connecting. Dale Carnegie said it best: “You can

Your periodic reminder: It’s not a deal until it’s signed, delivered, and paid. Count it any sooner… and you’re setting yourself up for a self-inflicted gut punch.