Articles & Tips
Results Get Better When You Get Better
Selling can be a very frustrating profession. Maybe you find yourself trying to compete with inferior products… or perhaps your new sales manager is a real bonehead who just doesn’t understand you. And then there is this whole “economy” thing going on. Being great at selling means you must find new opportunities, close existing deals,… Read more »
10 Secrets to Winning Your Customer’s Love
Be prepared! Sounds simple, doesn’t it? After all, the Boy Scouts have been teaching this idea to kids for almost 100 years. So why in the world would most sales professionals show up unprepared? You see it all the time—they dash in from the parking lot with a handful of color brochures but no plan… Read more »
Got Goals? Making 2012 Your Best Year Yet!
Where will you be one year from today? What is your plan for getting there? Do you have your 2012 goals posted where you can see them every day? Are you committed to getting to that next level? If these questions look unfamiliar or make you uncomfortable, you will probably finish 2012 exactly where you… Read more »
Crunch Time – My Plan to Drive Q4 Sales and How You Can Leverage It!
Welcome to the fourth quarter! And it’s not just any fourth quarter. It’s crunch time in one of the most difficult years that most of you have ever sold in. Some of you are working towards Club, others are still trying to make quota and a few of you are just working to keep your… Read more »
Lessons from the Back Seat of Cab – What Every Sales Professional Needs to Know!
I’m writing to you from room 1009 in the Schaumburg Marriott located outside of Chicago. Tomorrow I get the privilege of delivering one of my favorite workshops on presentation skills. Although I’m tempted to share all of the great benefits of this wonderful program, I have a more interesting (and compelling) message that I believe… Read more »