August 11, 2018

Working in sales is a grind. Keeping your focus and meeting your quota month after month can take its toll. The ups and downs of sales can feel like a rollercoaster. Each dip is a disappointment, and each high is elation. There are ways to make the ride a bit more even...

July 14, 2018

If you are like most people, you hate prospecting. Putting yourself out there and fearing rejection. What if you could decrease your prospecting efforts while increasing sales? Interested? The following is a format for growing sales and creating Raving fans who sell on...

May 12, 2018

If you have been in sales for awhile, you have probably experienced a unicorn. That magical sale that falls into your lap. No need to follow up, no sales cycle, no work. No problems. The buyer said yes to everything, and the set up went off without a hitch. When this h...

July 21, 2017

I have coached sales teams that tell me their product is a commodity, and I have had sales professionals that never lower their price and are top producers in their field of competitors. What is the answer; value, price, or both?

According to a recent study on consumer...

November 11, 2016

How a Coaching Session turned into an Interesting Look at "Modern" Sales

An interesting thing happened when assigning homework to a group in one of the coaching classes I teach monthly.

The assignment was for the class to come up with ten new prospects to be contacted 5...

September 1, 2016

How to Take out the Trash in your Head  

how limiting self-beliefs can limit your sales

In sales, we can be our worst enemy. The limiting self-beliefs we carry can turn into actual real life outcomes.

"If you believe you can - you will. If you believe you can't- you won't...

August 16, 2016

The 8 Secrets to Bringing out the Best You Today

1.) Stop practicing the art of “Blame Displacement.”

Blame Displacement: To blame anyone, anything, or any circumstance instead of taking personal responsibility for your actions. We are all presented with challenges and p...

July 16, 2016

Most Effective Cold Calling Methods

Cold calling potential prospects is not a very easy job. It can be hard, frustrating and requires a lot of patience, and practice. It requires confidence and skills to turn cold calls into actual sales. For every person you interest,...

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When to Say "When", A Guide to Letting Go of Losers

January 23, 2016

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