Take Charge of Life, One Decision at a Time

Take Charge of Life, One Decision at a Time

A while back I spoke with a young salesman named Ted who lamented that he got too many think-it-overs and most of those vanished into thin air right after his best presentation. In our discussion, I learned that Ted was…

Are you capable of making one single positive change to your selling behavior?

Are you capable of making one single positive change to your selling behavior?

When you last went shopping for a big-ticket item, were you a bit nervous, did you have any concerns? Probably so. We usually worry, at least a little bit, that we might make a buying mistake. Am I getting the…

Accountability Sucks!

Accountability Sucks!

Is accountability necessary in your firm? You may feel a need for it, but the reality is you have to have to set expectations, and provide guidelines to ensure it is implemented. I’ve had two conversations recently with senior fee…

3 Types of Questions to Help You Stop Talking and Start Selling

3 Types of Questions to Help You Stop Talking and Start Selling

Too often, sales professionals make one fundamental mistake that could be costing them thousands in commissions. They believe that their job is to sell products or services to clients by explaining why their product is superior. Success in sales (and…

Emotional Buying – You Can't Sell Without It

Emotional Buying – You Can’t Sell Without It

People buy emotionally; we’ve all heard that. But what does it mean? It means that people make buying decisions emotionally; they justify these decisions intellectually. To further understand this concept, it helps to know who is making the decisions and…

4 Physical & Mental Activities to Strengthen Your Leadership Skills

The best and fastest way to get a better team and better results is to become a better manager. Investing time, money, and energy into building your leadership skills can show a return-on-investment for the rest of your life. Here…

3 Ways to Close the Year Strong with No Stress

3 Ways to Close the Year Strong with No Stress

As the Holidays approach and the year ends, businesses are preparing for the final push to ensure that their organizations reach their annual sales goals. It can be a time of considerable stress on sales teams and managers trying to…

The Best Sales Call Starts with the End in Mind

The Best Sales Call Starts with the End in Mind

The End. That’s not usually the way to start a story, blog, book, or just about anything. But, it might be the best way to start a sales call. If you don’t start your sales calls with the end in…

What’s in Your Funnel?

What’s in Your Funnel?

Many sales managers ask their sales reps, “What’s in your funnel?” It’s a good question but is it enough to hit the targets? In a past life when I managed several reps it was always a challenge to understand what…

7 Steps to Develop a Successful Business Plan

Most people who spend a little time searching on the Internet or in a bookstore can quickly find a guide on how to write a business plan. However, just following these templates doesn’t guarantee that the business plan produce will…