Hey Boss – Are you why some of your reps are lagging?
If your sales team is like most I’ve seen, you’ve got some reps who are self-motivated go-getters. Ya gotta love those reps! But then there are the others. The ones who show up and do just what it...
View ArticleBook Review – Front of the Class to Top of the Sales Rankings
A few months ago, I was contacted by a guy named Brian Calderone through LinkedIn. He was seeking out sales experts to include in a new book that he was writing. He had a novel idea that his book...
View ArticleGuest blog post: The Comfort Zone
Successful selling requires a balancing act: You have to pursue new opportunities while maintaining the relationships you already have. The problem is that the more you emphasize “new,” the less...
View ArticleClik here to view.
Process, Technique or Relationships?
Which is more important for sales success: 1) A well developed and repeatable sales process 2) Effective techniques to use with prospects and customers, or 3) Relationships with prospects and customers...
View ArticleHow to improve sales revenue?
How to improve sales revenue? It is a question that haunts salespeople, managers, executives and owners. Sometimes it comes in a different form: “How the h*ll am I going to hit my number” If you search...
View ArticleSales personality is a myth and a distraction from the real drivers of sales...
People want to believe that there is a personality that is best suited for sales. There is not. Believing that one exists is a distraction from the true drivers of sales success. In my four years of...
View ArticleIs your sales process the right sales process?
This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post,...
View ArticleBigger piece or bigger pie? Will government or business save the world economy?
One of the nice things about having my own blog is that I can write whatever I want. You don’t have to read it, but I’m going to have a bit of a political and economic rant. When governments want more...
View ArticleWould you like to be worth as much as Google?
Why is Google worth so much? If you ask a room full of financial advisers, you will get a bunch of answers related to the valuation of various parts of their business. If you ask a room full of IT...
View ArticleUncertain economic times: To sell or not to sell – is it a question?
There is no doubt; we are living in very uncertain times politically and economically. Uncertainty can have a chilling effect on business decisions, including buying decisions – so as salespeople and...
View ArticleGuest Post: Three Pronged Approach to Cutting-Edge Customer Excellence
Why do we buy services? I can think of three main reasons that we buy and therefore those three reasons are why people buy from us. These three reasons are: a) Something needs fixing b) Something needs...
View ArticleAs a salesperson, you are not special
As human beings, we are all special, unique creatures. A salesperson is, of course, human, and in this respect is also unique and special… …however… In the role of professional salesperson, there are...
View ArticleSocial media has not changed sales
The only thing more tiring than the question “can you make money using social media“, is the idea that sales has changed in some fundamental way as a result of social media. In spite of what you may be...
View ArticleBook Review – Front of the Class to Top of the Sales Rankings
A few months ago, I was contacted by a guy named Brian Calderone through LinkedIn. He was seeking out sales experts to include in a new book that he was writing. He had a novel idea that his book...
View ArticleGuest blog post: The Comfort Zone
Successful selling requires a balancing act: You have to pursue new opportunities while maintaining the relationships you already have. The problem is that the more you emphasize “new,” the less...
View ArticleWelcome to my blog!
I’m still a few months away from getting my first book, Mastering Your Sales Process, done and onto Amazon, but the process of writing it has been a new, and even sometimes fun adventure for me. If...
View Article
